Improving Sales Performance

In this Quick Take episode, we’re exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions, like CSS' Practice Coach AI, are setting a new standard for skill development. 

On the other side of this brief episode, you’ll see how AI sales coaching truly can elevate the game of your sellers.

Practice Coach AI Video

Matt Sunshine

The Center for Sales Strategy

In this Quick Take episode, we’re breaking down how to keep your sales team happy and productive. 

You’ll not only learn why employee happiness and productivity go hand-in-hand, but also actionable ways to increase morale and sales numbers at the same time.

LINKS:

Matt Sunshine

The Center for Sales Strategy

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance.

And joining me to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS.

Both offer some amazing points to think about, like: 

• Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams 
• How target drives can help put a spotlight on the activities that actually make you money 
• And, finally, if you’re coaching Michael Phelps, you’re not going to teach him to run.

LINKS:

Jeff Clewett

Emily Estey

Matt Sunshine

The Center for Sales Strategy

In this Quick Take episode, we're tackling how to track revenue performance for maximum results.

From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business.

LINKS:

Matt Sunshine

The Center for Sales Strategy

In this episode, we're exploring how a company successfully aligned their sales and marketing teams to maximize their efforts of their sellers.

The great Andrew Sims, CRO at SentriLock, and Trey Morris, VP/Senior Consultant here at CSS, are joining me to break down that journey. 

Both bring such great points to the table, like:

• Why you don't have to make Mount Everest-sized changes in order to achieve sales and marketing alignment
• How marketing should help prepare your sales team for battle
• Why all great companies have a singular mission from which all marketing, branding and content can be drawn from.

LINKS:

Andrew Sims

SentriLock

Trey Morris

Matt Sunshine

The Center for Sales Strategy

In this Quick Take episode, we're exploring one of the most crucial aspects of success as a business: the ability to keep your sales pipeline full.

By the end of this short episode, you'll have 10 effective tactics at your disposal to ensure that your sales pipeline is never empty.

LINKS:

The Center for Sales Strategy

Matt Sunshine

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: 

• Why, when sellers aren’t happy with their company’s marketing efforts, often its a lack of sales and marketing alignment that is really the issue at hand. 
• How conducting a content audit is imperative when considering a sales enablement overhaul 
• And, finally, how if media companies don’t have a website that’s both educational and easy to navigate, many prospects will simply find their solutions elsewhere. 

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: 

• How, contrary to popular belief, it’s not poor performers but average performers that weigh an organization down. 
• Why managers can’t nurture their superstar talents by “coaching from the locker room” 
• And, finally, how if a seller has unrealized talent, the right mix of training and feedback can help transform them into a genuine superstar 

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: 

• How too many salespeople are pitching products instead of solutions 
• Why sellers need to do a better job of helping existing clients figure out what’s working and what’s not working early on in their business relationship 
• And, finally, why it’s so important for every seller to give the best reason possible for prospects to want to meet with them 

Links:

The 5th Annual Media Sales Report

Trey Morris

Matt Sunshine

The Center for Sales Strategy