The Center for Sales Strategy Blog

A Year in Review with The Improving Sales Performance Livecast

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In October of 2020, as live streaming media began to gain traction on platforms like LinkedIn and Facebook, we launched the Improving Sales Performance livecast.

This livecast gave our audience an opportunity to hear from various thought leaders, experts, and industry gurus, who shared their insight, tips, and knowledge on several topics that help companies improve sales performance.

In case you missed it, here’s a year in review on The Improving Sales Performance livecast.

Improving Sales Performance Season 1

Capitalizing on the livecast trend, we began the first series by delivering a more intimate listening experience that helped build deeper relationships with our audience.

The first series kicked off with several experts specializing in sales enablement, sales planning, sales meetings, company culture, sales leadership, and more.

We had industry experts like Jay Bailey, Tony Hartl, Taja Graham, Gary Pizzati, John Matthews, and Chad Littlefield join the show. Along with CSS and LeadG2 experts, Dani Buckley, Trey Morris, John Henley, Kurt Sima, Jim Hopes, Stephanie Downs, Elissa Nauful, and Alina McComas.

To read an overview of each individual episode, click on the name of these industry experts. Or click here to view the entire playlist from Season 1.

Improving Sales Performance Season 2

In early 2021, we released the 2020 Media Sales Report. This report studied the landscape over 2020, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six key topics: Compensation, Training and Development, Setting Appointments, Sales Enablement, Culture and Industry, and the Impact of COVID-19.

Throughout the season, listeners heard from CSS Managing Partners, John Henley and Jim Hopes as they discussed their key takeaways from the report, how sales management and leadership could use this data, and the feelings of the future and outlook of the media sales industry.

CSS experts Trey Morris, Stephanie Downs, Emily Esty, Beth Sunshine, Greg Giersch, Deb Fulghum, Dean Moothart, and Kurt Sima also joined the show to help break down each section of the report.

LeadG2 experts Dani Buckley, Emily Hartzell, and Isha Bell chimed in on the sales enablement section, discussing how sales enablement can help sellers sell smarter and faster.

To read an overview of each individual episode, click on the name of these industry experts. Or click here to view the entire playlist from Season 2.

Improving Sales Performance Season 3

As the year progressed, we started learning more about the sales leadership challenges that COVID either brought about or accelerated.

Because of the trends we were seeing, and the questions we were being asked, season three focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

To start the season, John Henley joined the show to gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance by focusing on the four key areas above.

We also heard from expert Greg Giersch, who explained the user experience side of IMPACT to include what went into creating this system, the structure of the training, how long it took to build it, and more.

Experts Beth Sunshine and Jaleigh Long joined the show to discuss how sales leaders can make an IMPACT on their people and teams through engagement and recruitment and selection. When it came to how sales leaders can make an IMPACT on their sales process, Stephanie Downs and Mike Paterson discussed 1-on-1 meetings and sales structure. And wrapping up the season on how sales leaders can make an IMPACT on their sales planning, Alina McComas and Victor Giacomelli discussed target drives and sales calendars.

To read an overview of each individual episode, click on the name of these industry experts. Or click here to view the entire playlist from Season 3.

Improving Sales Performance Season 4

Season four shifted focus where host Matt Sunshine talked to various leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. Click on the name of these leaders to read an overview of each individual episode.

Click here to view the entire playlist from Season 4.

Improving Sales Performance Season 5

Continuing season 5 of the Improving Sales Performance Series, host Matt Sunshine and co-host Stephanie Downs, continued to focus on celebrating #WomenInSales for the month of October.

Guests were female thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance. Among these female thought leaders were:

To read an overview of each individual episode, click on the name of these experts. Or click here to view the entire playlist from Season 5.

Improving Sales Performance Season 6

To end the year, experts focus on the analysis of the 2021 Media Sales Report. Several guests join the show to unpack the data from the surveys to help media sales teams use these insights to drive sales performance in the year ahead.

Tune in here as the series continues!

A special THANK YOU to all the guests who have shared their insights, tips, and expertise throughout the year!

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Topics: sales performance