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