How to Create Lasting Business Relationships

Creating lasting business relationships isn't difficult! We've discovered five elements that will help you build empowering business relationships and ease the tension often associated with selling. Here at CFS, we use the term discovery-based selling and discovery-based training. We encourage prospects and clients to discover what works rather than being told. Think about this for [...]

By | 2017-01-04T12:02:16+00:00 July 5th, 2016|Sales Leaders, Sales Success|1 Comment

5 Steps to Creating a KILLER Sales Presentation

You’ve finally done it--you've scheduled a BIG sales presentation with the perfect prospect. You can’t wait to get in there and share how awesome your company is and get them to sign that contract. You throw a PowerPoint together spouting all the details you think are most exciting about your company and… BOOM. Silence. As [...]

By | 2016-10-17T16:48:13+00:00 June 7th, 2016|Sales Success|1 Comment

Why Your Follow Up Isn’t Good Enough

The most effective people I know have more commitments, requests, follow up tasks, to-dos and activities scheduled than they can ever hope to accomplish in a day. We all do. If this wasn’t true, there would be no need for us humans to have invented the concept of prioritizing. This simple truth is also why [...]

By | 2016-10-17T16:31:03+00:00 May 3rd, 2016|Sales Success|26 Comments

Marketing and Sales Integration: How to Create a Dynamic Duo

As a sales manager, you likely understand the importance and value of marketing and sales integration. Unfortunately, marketing and sales teams often don’t recognize how much stronger they can each be when they work together. While sales departments typically claim short-term and immediate opportunities as their own, marketing tends to focus on long-term or objective [...]

By | 2016-10-17T16:31:05+00:00 April 28th, 2016|Sales Leaders|1 Comment

Sales Prospecting to Win: How to Work Only the Best Leads

A lot of salespeople tend to glaze over sales prospecting. After all, selling is the fun part, right? If you’re a sales manager, this probably drives you nuts. After years in the industry, you’ve likely discovered that quality leads equal winning leads. And I’d venture to bet that if given the choice: You’d rather your [...]

By | 2016-10-17T16:31:15+00:00 April 7th, 2016|Sales Leaders|1 Comment

Sleepy Sales? 7 Sales & Prospecting Slump-Busters

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. For me personally, the period after the holidays or a vacation is usually the most common time for the “slump effect.” First, let [...]

By | 2016-10-17T16:31:22+00:00 March 29th, 2016|Sales Leaders, Sales Success|2 Comments

The 5 BIGGEST Sales Problems Salespeople Experience

First, our list of common sales problems salespeople experience is about a mile long! But, we’d like to help you and your sales team to solve sales problems—so, we’ve plucked out what we believe to be the five biggest sales problems and are offering solutions to solve them. Let’s start problem solving! The 5 Biggest [...]

By | 2016-10-17T16:31:24+00:00 March 24th, 2016|Sales Leaders, Sales Success|1 Comment

4 Keys to an Effective Prospecting Process

If you’re like most of the sales managers we talk to, you’re looking for a repeatable, effective sales prospecting process. You might have one or two top performers who seem to get great leads everywhere they go, while others on the team are attending event after event without anything to show for it. Or maybe [...]

By | 2016-10-17T16:31:29+00:00 March 15th, 2016|Sales Leaders, Sales Success|2 Comments

How to Create a Sales Prospecting Action Plan

As a busy sales manager or salesperson, you have likely had little time to create a sales prospecting action plan. After all, getting out there and “selling already” is top priority, right?! No salesperson wants to miss their quota, and they especially don’t want to get on their manager’s bad side. But what if a [...]

By | 2016-12-08T17:58:04+00:00 March 8th, 2016|Sales Leaders, Sales Success|0 Comments