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The Center for Sales Strategy Blog

Matt Sunshine

Matt Sunshine

Recent Posts by Matt Sunshine:

Body Language Tactics For The Sales Pro

body-language-sales-prosIt's not just what you say; it's how you say it. In fact, I'd go as far to say that what you say matters a lot less than how you're perceived, especially in sales.

You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued.

If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.

Topics: new business development body language sales strategy Sales

5 Ways to Breathe Life Back Into Your Weekly Sales Meetings

weekly-sales-meetingThis post was originally published on SalesHacker.com.

The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale.

Certainly it’s important information in its own right. But, it’s not worthy of eating up an hour that could be better used securing leads. The substance of the old-school sales meeting, in essence, belongs in a weekly email.

Topics: Management successful sales meetings sales management leadership sales training

How Inbound Marketing Can Create Raving Fans for Your Business

inbound marketing raving fansBusinesses are catching on. Those using effective inbound marketing initiatives are producing sales leads and, at the same time, establishing expertise and thought leadership in their specific industry. Those experiencing this success will tell you that it is contagious, but requires the constant sharing of quality content (in most cases, through blog posts), which attracts interested prospects to their companies.  

Topics: content marketing content strategy Digital inbound marketing

Summer Reading Recommendations: Business Books We've Read

summer-reading-recommendations-business-booksIt’s Memorial Day. A day to remember those who gave everything for us. For our country. For our freedom. Because of that, we’re able to celebrate with family, friends, and great food, as we kick off the summer season.

Topics: holiday sales management salespeople

The Best Sales Pitch Isn’t a Pitch at All

sales-pitch-storytelling-191960-edited

This post was originally published on Hubspot.

Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.

Topics: Proposal Sales salespeople

Do you Need Sales Enablement Tools and a CRM?

salesperson using sales enablement tools

Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different. We have written numerous blogs posts on how sales has changed, and while that is an important topic, it's not the topic today. Today is about determining if your business could benefit from sales enablement tools and a CRM. 

Topics: Sales sales enablement sales playbook

If You Forget About Lead Gen, You Can Forget About Growth

lead generation for sales growth

This article was originally published on Entrepreneur.com.

Topics: content strategy thought leadership lead generation sales and marketing alignment

How to Finally Align Sales and Marketing to Nab Great Leads

sales and marketing alignment to get more leadsThis article was originally published on Sales & Marketing Management.

Topics: sales strategy sales performance leads sales and marketing alignment marketing strategy sales leads

5 Steps to a Precise Internal Sales Diagnostic

internal sales diagnosticThis article was originally published on Sales & Marketing Management.

Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

Topics: sales performance Sales sales process sales diagnostic

3 Keys to Sustainable Sales Performance

key to sales performance

Think of sales performance as a three-legged stool. When all three legs are strong, there is nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job. Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it.

Topics: Management sales performance