Improving Sales Performance

Today, in this Quick Take episode, we’re wrapping up our coverage of The 5th Annual Media Sales Report by spending a few minutes to think about what this year’s findings can tell us about the future of media sales industry In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challenge. Links: The 5th Annual Media Sales Report Matt Sunshine The Center for Sales Strategy

In this episode, we’re continuing our exploration of the recently published Media Sales Report by looking at what sellers and managers say about their company’s marketing strategy. Here to help Matt investigate why so many are dissatisfied with their organization’s current marketing plan, is Dani Buckley, VP/General Manager at LeadG2. Dani, as always, offers some amazing points to think about, like: Links: The 5th Annual Media Sales Report Dani Buckley Matt Sunshine LeadG2 The Center for Sales Strategy

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “why are so many media sales managers lacking superstar talent?" Joining Matt to answer that question and more, is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture a division of CSS focusing on company culture and employee engagement. Of course, Beth provides such valuable insights, like: Links: The 5th Annual Media Sales Report Beth Sunshine Matt Sunshine Up Your Culture The Center for Sales Strategy

In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy. And today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?” Trey brings so many great points to the table, such as: Links: The 5th Annual Media Sales Report Trey Morris Matt Sunshine The Center for Sales Strategy

In this episode, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy. Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals. Joining Matt to discuss that and so much more is Stephanie Downs, SVP/Senior Consultant here at CSS. Stephanie provides such valuable insights, like: Links: The 5th Annual Media Sales Report Stephanie Downs Matt Sunshine The Center for Sales Strategy

In this Quick Take episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s 5th Annual Media Sales Report by highlighting some of this year’s most eye-catching findings. In other words, by the end of this short episode, you’ll have a good idea of how salespeople and sales managers are currently feeling about their own organizations as well as the entire media sales industry. Links: The 5th Annual Media Sales Report Matt Sunshine The Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Stephanie Slagle, Vice President & Chief Innovation Officer at Graham Media Group. Stephanie has so many amazing insights to offer, like: LINKS: Stephanie Slagle Stephanie Downs Matt Sunshine The Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Laura Coristine, General Sales Manager at Cox Media Laura makes so many awesome points. Such as: LINKS: Laura Coristine Stephanie Downs Matt Sunshine The Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. From offering advice for sales managers new and more experienced to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done. Today, we are joined by Giovanna Savorgnan, Director of Sales at WFAA. Gio shares so many amazing observations, such as: LINKS: Giovanna Savorgnan Stephanie Downs Matt Sunshine The Center for Sales Strategy

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. From offering advice for sales managers new and more experienced to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done. Today, our guest is Lauren Cooley, Chief Revenue Officer at ExpertVoice. Lauren brings so many awesome points to the table. Such as: LINKS: Lauren Cooley Stephanie Downs Matt Sunshine The Center for Sales Strategy

In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine. Today, we’re taking some time to discuss a group of people who too often get the short end of the “development stick.” That’s right, we’re talking about leaders. Joining Matt to uncover the ways in which leaders can most effectively tap into their innate strengths is Beth Sunshine. Beth makes so many awesome points, like: LINKS: The 2023 Talent Magazine 360 Executive Strength Coaching Beth Sunshine Matt Sunshine The Center for Sales Strategy

In this episode, we’re once again consulting the latest Talent Magazine by The Center for Sales Strategy. Today, we’re focusing on Engagement with Kate Rehling and Deborah Fulghum joining Matt to help break it all down. Kate and Deborah both provide super valuable insights, like: LINKS: The 2023 Talent Magazine ENGAGE 2023: The Company Culture Report Kate Rehling Deborah Fulghum Matt Sunshine The Center for Sales Strategy

In this episode, we’re taking a good look at the Development section of the latest Talent Magazine from The Center for Sales Strategy Here to help Matt determine the best ways to go about developing your people are Stephanie Downs and Kelly George. Together, Stephanie and Kelly highlight some amazing points to think about, like: LINKS: The 2023 Talent Magazine Stephanie Downs Kelly George Matt Sunshine The Center for Sales Strategy

In this episode, we’re continuing our season-long deep dive into the latest Talent Magazine from The Center for Sales Strategy. And today, Emily Estey and Tirzah Thornburg are here to help break down the latest facts and trends when it comes to selection. Together, Emily and Tirzah bring so many great points to the table, such as: LINKS: The 2023 Talent Magazine Emily Estey Tirzah Thornburg Matt Sunshine The Center for Sales Strategy

In this episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s latest Talent Magazine. In other words, we’ll be diving into exactly how you should go about recruiting, selecting, developing and engaging your people. Each week, Matt will be joined by experts from here at The Center for Sales Strategy to help break it all down. In today’s episode, Trey Morris and Mindy Murphy are here to discuss the latest facts and trends relating to Recruitment, and they both share a ton of awesome insights, like: Links: The 2023 Talent Magazine Trey Morris Mindy Murphy Matt Sunshine The Center for Sales Strategy

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy. Today, Matt is breaking down the Industry Outlook and Culture Section of the Media Sales Report with SVP/Partner at Up Your Culture by The Center for Sales Strategy, Beth Sunshine. Together, Matt and Beth give their take on some top questions that arise from the report, like: The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ Up Your Culture: uyc.thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Beth Sunshine: LinkedIn: linkedin.com/in/bethsunshine/ TIMESTAMPS: (02:24) Any statistics or data that really just jumped out of the media sales report? (05:30) Is there anything specific that sales managers, um, could do to communicate and express their optimistic outlook? (10:52) Nail down your company's reason for being, your optimistic vision for the future, your core values, and then talk about those things all the time (14:35) Learn what is important to each individual on your team (16:26) The discrepancy between how sales managers and salespeople view the hybrid work environment (18:41) Managers have really been steeped their whole careers in the belief that if they can't see the work getting done, it may not be happening (20:42) It is a candidate's market, which means job candidates are in the driver's seat

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy. Today, Matt is breaking down the Sales Enablement Section of the Media Sales Report with VP/GM at LeadG2 by The Center for Sale Strategy, Dani Buckley and Senior Consultant at LeadG2 by The Center for Sales Strategy, Emily Hartzell. Together, Dani and Emily give their take on some top questions that arise from the report, like: The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ LeadG2: leadg2.thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Dani Buckley: LinkedIn: linkedin.com/in/daniobuckley/ Emily Hartzell: LinkedIn: linkedin.com/in/emily-hartzell/ TIMESTAMPS: (02:50) Were there any stats or were there any data that jumped out or surprised you? (06:23) Often, sellers have a hard time finding, locating, and actually using the resources they already have (08:32) There's the stuff that marketing or leadership created, and then there's the stuff that sellers actually need every day (09:41) Sales Enablement explanation exercise (13:40) Features that every B2B website should have (20:50) Only 5% of salespeople believe that the marketing plan at their company rocks (26:14) There is a disconnect between what marketing is actually doing and what sales perceives that marketing is doing

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy. Today, Matt is breaking down the Sales Process Section of the Media Sales Report with VP/Senior Consultant, Alina McComas and Senior Consultant, Michael Mayer. Together, Alina and Michael give their take on some top questions that arise from the report, like: The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Alina McComas: LinkedIn: linkedin.com/in/alinamccomas/ Michael Mayer: LinkedIn: linkedin.com/in/michael-mayer-15a9a914/ TIMESTAMMPS: (03:07) Any stats or any data that jumped off the page for you? (04:15) Only 1% of salespeople are consistently using personal video as they try to get at appointments (07:01) There's more competition for people's time than there ever has been (10:59) Starting with a valid business reason at the very beginning is the most important thing you can ever do (14:32) 37% say that closing the sale is becoming more difficult (17:53) The definition of qualified needs to be examined (21:06) As a manager, you have to tell the salesperson what's in it for them when using a CRM. How does it help them make more money? (25:30) You just need to say, listen, if you wanna work here, you're gonna choose to use the CRM

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy. Today, Matt is breaking down the Learning & Development Section of the Media Sales Report with VP/Senior Consultant, Emily Estey Together, Matt and Emily take on some top questions that arise from the report, like: The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Emily Estey: LinkedIn: linkedin.com/in/emily-estey-b325228/ TIMESTAMPS: (02:12) Are there any stats or is there any data that jumped out or were surprising? (06:18) If 85% of salespeople are saying they want training, then we better provide it (08:39) Get your people talking, have them talk about a success that they're having, or maybe a frustration (11:24) What would you say to managers trying to keep their superstars performing consistently at that level? (15:23) We're going to eat this elephant one bite at a time (18:43) As difficult as recruitment is these days, 85% of salespeople want to go to a place where learning and development is made available to them.

This season, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy. Today, Matt is breaking down the Sales Department Section of the Media Sales Report with SVP/Senior Consultant, Stephanie Downs and Senior Consultant, Susan McCullin. Together, Stephanie and Susan give their take on some top questions that arise from the report, like: The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Stephanie Downs: LinkedIn: linkedin.com/in/stephaniewdowns/ Susan McCullin: LinkedIn: linkedin.com/in/susanmccullin/ TIMESTAMPS: (02:37) Any stats or data that immediately jump out or are surprising? (06:13) Theory on shrinking staff size (08:02) Recruitment is still really tough (10:50) How do you improve the difficulty of recruitment? (15:03) The number of small teams is increasing (20:54) 72% of sales managers believe that their sales staff should increase. (25:23) Final thoughts on the Sales Department Section of the Media Sales Report