The Center for Sales Strategy

JUNE 2, 2025

What Skyscrapers Can Teach Us About Sales Structure Imagine trying to construct a skyscraper without blueprints or support beams. Even with the finest materials and most skilled workers, the building would never stand tallor worse, it might collapse. The same is true for your sales organization.

Construction 92

Construction Engineering ACT Sales 92

Sales Gravy

FEBRUARY 4, 2025

This scenario appears in industries like construction, engineering, software licensing, and more. This scenario appears in industries like construction, engineering, software licensing, and more. In other words, they must sell a project to their own clients before Zacks solution can come into play.

Customer 75

Customer Licensing Proposal Government 75

MTD Sales Training

APRIL 3, 2023

A well constructed Battlecard can bullet point all the main features, so that you can memorise them, or at least have them to hand should you have a memory lapse. Helping you to deal with competition confidently. Learning A New Product Or Market With complex products, it can be difficult to remember all the features and specifications.

Comparison 156

Comparison Lead Rank Lead Scoring Insurance 156

MTD Sales Training

MAY 29, 2023

KPIs also help in the construction of revenue projections, and financial forecasting. KPIs allow stakeholders to check that a sales department is likely to reach its monthly, quarterly or annual targets They allow managers and sales directors to identify points of weakness and individuals who may need more support.

Cost per Acquisition 156

Cost per Acquisition Cost per Lead Lead Rank Sales Qualified Lead 156

Cincom Smart Selling

JANUARY 30, 2025

Industries like construction, engineering, and manufacturing often use the Percentage of Completion method, as it helps match costs with revenues over long-term projects, offering better financial visibility and risk management. What is the Percentage-of-Completion Method?

Forecasting 48

Forecasting Construction Report Revenue 48

Pipeliner

JULY 5, 2025

Constructive criticism, when delivered in a culture of trust, leads to innovation and better results. Model Constructive Feedback: Give feedback that is specific, actionable, and focused on behaviors, not personalities. Build trust through openness and constructive feedback. Key Takeaways: Listen more than you speak.

Video 59

Video Lead Rank Lead Scoring Construction 59

MTD Sales Training

OCTOBER 18, 2023

“Sales Fundamentals for Beginners” serves as your quintessential guide, constructed to equip you with the knowledge essential to excel in the art of selling!

Hiring 156

Hiring Referrals SalesForce Discount 156

Sales Hacker

DECEMBER 10, 2024

Initially, there was uncertainty about the pandemic’s impact on the construction industry, prompting Levelset to pull back on aggressive sales hiring temporarily. However, as the industry proved resilient, Levelset was able to accelerate its growth trajectory in 2021.

Scale 107

Scale Hiring Insurance Insurance 107

SalesFuel

FEBRUARY 26, 2025

For her latest sale, she leaned heavily on AdMalls AudienceSCAN data when she approached a local construction company. Haley Johnson, an account executive at Fox21, has only been selling media for a little over a year, and in that time she has closed around $300,000 in sales with the help of AdMall.

Closing 59

Closing Hiring Advertising Advertising 59

Janek Performance Group

APRIL 10, 2025

A strong manager will include some praise and validation of the aspects of your position that you are doing correctly; along with this will be some constructive criticism. This might include sales metrics, but also may encompass a review of your prospecting, territory management, and presentation and closing skills.

How To 62

How To Coaching Sales Coaching Margin 62

Allego

NOVEMBER 12, 2024

Managers should meet regularly with reps to discuss their progress, provide constructive feedback, and set new goals. Provide Regular Coaching and Mentorship Effective coaching is crucial for sales skill development. A culture of mentorship and coaching keeps sales skills fresh and encourages reps to keep improving.

Hiring 62

Hiring Handbook Negotiation Buyer 62

Understanding the Sales Force

JUNE 13, 2025

Ill-fitting jeans and not in a good way, a mismatched denim jacket, and except for her shoes, heavy makeup made her seem more ready for a construction site than a doctor’s office. What She Did Wrong Let’s break down where this rep went off the rails: Appearance : Her look was unprofessional.

Hiring 177

Hiring Account Customer Decision Maker 177

Vengreso

MARCH 26, 2025

Constructive Criticism Sales managers are the driving force behind effective teams. You can build trust and respect with your team by delivering constructive and empathetic criticism and suggestions on how they can improve. Keep Your Input Objective Constructive criticism should always be fair and objective.

Training 68

Training Strategy Ideal Customer Profile Lead Scoring 68

Hubspot Sales

DECEMBER 20, 2024

Source AI pricing optimization can be particularly useful for project-based pricing or industries that do competitive bidding, suggests Patrick Murphy , the founder and CEO of Togal.AI , an AI solution for the construction industry. This translates into faster decision-making, fewer mistakes, and more competitive bids.

Lead Rank 52

Lead Rank Churn Trends Forecasting 52

Cincom Smart Selling

APRIL 21, 2025

It mimics the actual pressure of real-world conversations with prospects, but in a risk-free setting where feedback is instant and constructive. Role-Play and Real-Life Practice Role-playing is a great tool to build confidence and sharpen sales skills. Use realistic scenarios on your buyer personas.

Hiring 48

Hiring Ideal Customer Profile Lead Rank Lead Scoring 48

Pipeliner

MARCH 20, 2025

Sabir compares this to constructing a skyscraper, where a solid foundation is crucial for stability. Conduct Regular Audits: Periodically review your marketing strategies, site performance, and customer feedback to identify areas for improvement.

Video 103

Video Lead Rank Lead Scoring Scale 103

Hubspot Sales

APRIL 7, 2025

A solidly constructed sales script is one of the more valuable resources a sales org can leverage to ensure consistency in its calls' messaging and execution and a lot of reps say they use them. However, a well-constructed sales script typically isn't enough to support consistently successful sales calls on its own.

Cold Calling 64

Cold Calling Hubspot Report Data 64

PandaDoc

OCTOBER 15, 2024

Matt Nyman, Client Success Manager Construction and manufacturing: these industries deal with a lot of complexities when it comes to vendors, sales, imports, exports, project terms, prices varying by project and location, and more. I no longer need to compartmentalize my sales tasks. PJ Callaghan increased their close rate by 40%.

Software 52

Software Software Maximizer Proposal 52

Cincom Smart Selling

MARCH 29, 2025

Built-In Regulatory Compliance Checks: Quoting software enforces industry-specific rulesensuring medical devices meet FDA guidelines, financial quotes comply with tax laws, and construction quotes adhere to regional safety codes.

Software 48

Software Software Discount Lead Rank 48

MTD Sales Training

APRIL 18, 2023

Bonus schemes should be constructed with care. There’s a fine line between reps aspiring to be like their superstar peers, and newbies beginning to resent colleagues consistently rewarded for their experience.

Incentive 156

Incentive Incentives Promotion Scale 156

Hubspot Sales

MARCH 3, 2025

Construction companies offer another example. A company that experiences the seasonal effect could benefit from fiscal quarters [and] years, Jonda Lowe added. Examples of seasonally impacted companies include the tax preparation company H&R Block, whose busiest time in the U.S. is around the tax filing date of April 15.

Cost per Acquisition 66

Cost per Acquisition Government Report Sales Qualified Lead 66

Adaptive Business Services

JANUARY 29, 2025

On the contrary, competition is good, as long as its constructive. Once you have your sales team collaborating and competing constructively to help each other succeed, youve laid the foundation for team success. Collaboration among your sales team doesnt mean competition shouldnt exist. It energizes, and it elevates sales efforts.

Sales Management 62

Sales Management Construction Study Lead Rank 62

Zoominfo

JUNE 5, 2025

We make that vision a reality with unified, innovative products that put GTM leaders in the driver’s seat: Our GTM Data Foundation : Our data model ingests both structured and unstructured data, intelligently normalizes and enriches, and constructs unified profiles with actionable intelligence.

Scale 130

Scale Buyer Intent Construction Pivotal 130

MTD Sales Training

NOVEMBER 28, 2023

Good storytelling requires empathy and a certain skill in constructing a narrative. When done right, it becomes a powerful tool that not only drives sales performance but also creates honest, human connections between buyer and seller. The former is something we all have within us. The latter can be studied, practised, and learnt.

Ideal Customer Profile 156

Ideal Customer Profile Face-to-face Hiring Up-Sell 156

Partners in Excellence

JULY 9, 2025

And they construct their own checklists, inevitably showing they have more features than we–though they have selected different features. We have endless checklists comparing features and functions.

Face-to-face 72

Face-to-face Buying Cycle Construction Vendor 72

Cincom Smart Selling

MARCH 12, 2025

This feature is particularly beneficial for industries where modular components must fit together seamlesslysuch as automotive, construction, and industrial machineryensuring that only compatible components are chosen. A 3D sales configuration tool can further enhance this by visually representing product selections in real-time.

Automotive 48

Automotive System Lead Rank CRM 48

Highspot

MAY 15, 2025

To improve your partner enablement program, you need to create open lines of communication and encourage constructive feedback. Lastly, unlike sales teams, who often speak up when they hit a roadblock, partners typically wont unless youve built a strong relationship.

Webinar Metrics 52

Webinar Metrics Strategy Ideal Customer Profile How To 52

Highspot

APRIL 1, 2025

Imagine you’re a new manager who struggles with delivering constructive feedback. Instead of generic practice sessions, you focus on what truly needs improvement, resulting in faster skill development and more authentic leadership growth. Stress-Free Environment AI role-play offers a criticism-free simulation.

Training 52

Training Sales Management Hiring Lead Rank 52

SalesFuel

APRIL 9, 2025

Instead, visualize a constructive discussion and the positive impact it can have. If you go into the conversation expecting a miserable time, thats probably what youll get. If you go in anticipating disaster, it will likely affect your tone, body language and ability to stay composed, Garfinkle writes.

Conversion 52

Conversion Lead Rank Lead Scoring Hiring 52

MTD Sales Training

MAY 15, 2023

Since it’s less driven by an urgent need for likes or clicks, and more motivated by a need for helpful information, constructing a LinkedIn profile isn’t like building your page on Facebook or Twitter. How to optimise your LinkedIn Profile for Sales As we mentioned, LinkedIn isn’t like other platforms.

Paid Content 156

Paid Content Social Selling LinkedIn Lead Rank 156

BuzzBoard

DECEMBER 12, 2024

Positive Trends in Labor and Hiring Labor shortages remain a persistent challenge, particularly in industries like transportation, construction, and professional services. Reports of positive profit trends improved, rising seven points from October to the best reading of 2024.

Small Business 52

Small Business Small Business Hiring Transportation 52

SalesFuel

JANUARY 15, 2025

During new construction and renovation projects, these contractors may also install new piping, duct work and sheet metal for heating/cooling/ventilation systems. More About: HVAC Dealers These businesses sell and install new heating and cooling systems for the residential and commercial markets.

Data 59

Data Marketing Hiring Ideal Customer Profile 59

Hubspot Sales

JULY 22, 2024

Select a few recorded (with permission) calls, sit in on a few live attempts, and have reps provide constructive feedback on what went well and what could be improved for the next time. Conduct a call or “film” review with your sales team on a monthly or quarterly basis. Spend more time selling.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Cincom Smart Selling

MARCH 20, 2025

One morning, he received an urgent request from a large construction firm that needed a specialized generator setup for a multi-site project. Introduction Meet John, a sales manager at a manufacturing company that produces customized industrial generators.

B2B 48

B2B Closing Scale Discount 48

Pipeliner

JUNE 16, 2025

Continuous Feedback: Regularly review performance and provide constructive feedback to help team members grow. Effective Onboarding: Set new hires up for success with structured onboarding that reinforces expectations and provides the tools they need.

Lead Rank 97

Lead Rank Video Lead Scoring Hiring 97

Hubspot Sales

MAY 26, 2025

When your stuff goes viral and you have to deal with haters, you can cut through the noise and find something constructive. Getting negative feedback from a boss? Thats courage you can bring into your content creation. Nailing your tone on a cold open? That's the presence you carry into your relationships. Cold calling isnt just about sales.

Cold Calling 93

Cold Calling Call-back Energy Face-to-face 93

Hubspot Sales

DECEMBER 11, 2024

Local events (nearby office closures, construction projects). But a more sophisticated approach would consider: Seasonal patterns (iced drinks in summer, holiday drink specials). Day-of-week trends (busy weekday mornings vs. leisurely weekends). Market changes (new competitor opening nearby). The impact of forecasting can be dramatic.

Forecasting 52

Forecasting Lead Rank Data Analysis 52