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The Center for Sales Strategy Blog

Matt Sunshine

Matt Sunshine

Recent Posts by Matt Sunshine:

Realign Your Priorities With an Account List Management Strategy

Realign Your Priorities With an Account List Management Strategy

The Pareto Principle suggests that 80% of sales come from 20% of clients. Alternatively, 20% of what you do represents 80% of that activity’s outcome.

Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.

Understanding that most of your sales come from a relatively small number of clients, and having an Account List Management Strategy (ALMS) in place, realigns your organization's priorities, leading to an increase in revenue and sales performance.

Topics: sales management account list management IMPACT

Why 75% of Proposals Will Never Close, and 10 Ways to Improve

Why 75% of Proposals Will Never Close and 10 Ways to Improve

The market's uncertainty has left many companies with an uncomfortable and frustrating bloated feeling in their sales pipeline.

Even before the pandemic, you could have easily convinced me that compensation plans changed radically and that people in sales were getting paid based on pending business. Every time I asked a salesperson how they were doing, I received the same response: "I’ve got a lot pending!”

Pre-pandemic, I reviewed over 500 proposals from various B2B sales organizations over the course of six months. These were all legitimate proposals, actually presented to a prospect or client. Based on those proposals, and the bloated pipeline many of you are experiencing today,  here's some valuable insight on how to close more business.

Topics: Proposal Sales sales process

4 Winning Approaches for Writing a Cold Email

4 Winning Approaches for Writing a Cold EmailYou found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened.

A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open rate.

Topics: email Setting Appointments Sales prospecting

Are You a Thought Leader? 6 Ways to Tell

Are You a Thought Leader? In every industry, there are people or businesses we think of as being thought leaders. These people and organizations are the ones that you check on regularly with regard to innovation, market challenges, and new initiatives.

Being considered a thought leader in your industry is certainly an advantageous position to have, as it helps with lead generation, sales, recruitment and retention, new business opportunities, and more.

Topics: content strategy thought leadership sales strategy inbound marketing

A Solid Sales Structure is Built on These Four Things

A Solid Sales Structure is Built on These Four Things

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization.

In an earlier post, we identified the top challenges media sales departments face and a solution that addresses them all changing your sales structure. Restructuring is easier said than done, but if you’re going to manage a successful team, the need for change eventually hits home. When thinking about restructuring, below are four important things to know about the modern-day sales structure.

Topics: sales management IMPACT

Sales Enablement in Real Life [VIDEO]

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Sales enablement. Is it a buzzword or just a misunderstood word?

DEFINITION OF SALES ENABLEMENT: Sales Enablement encompasses the technology, strategy, processes, and content that empower sales teams to sell smarter and faster. It’s about providing salespeople with what they need in order to successfully and strategically engage the buyer throughout the buying process. Why wouldn't you want it?

Topics: sales performance sales process sales enablement

You’re Not Alone: Top Challenges Media Sales Departments Face

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If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts.

Many media sales managers are stuck in a vicious circle of recognizing challenges that hinder growth, but they tend to ignore them for various reasons. Failing to tackle these challenges continue to result in lost revenue and lost opportunities.

Below are five of the top challenges media sales departments face and a solution that addresses them all.

Topics: sales management IMPACT

Coaching the Sales Process: Overlooked Points in the GROW Step

Coaching the Sales Process Overlooked Points in the GROW Step

Grow, the sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients. Salespeople should start to care about the renewal the moment they make the sale.

It costs five times more to attract a new customer than it does to retain an existing one. One of the biggest untapped opportunities for increasing sales and growing annual revenue is renewal and growing existing accounts. To do that, you set up regular meetings with clients to review campaign results and make adjustments along the way. You keep your promises, sell success, and grow the account.

Topics: key account growth sales process renewal

Coaching the Sales Process: Overlooked Points in the CLOSE Step

Coaching the Sales Process Overlooked Points in the CLOSE Step

Having a strategic sales process goes far beyond knowing how to close a deal. If your goal is to drive sales performance and increase revenue, stay true to a repeatable sales process that leads to predictable sales.

The six steps of the Sales Accelerator lead salespeople from identifying a good prospect to developing a business relationship that results from the sale of your solution. Making it to step five—Close—means the finish line is in sight. But we’ve all heard the phrase, “the end depends on the beginning, and everything in between.”

Topics: Proposal sales process sales accelerator

Coaching the Sales Process: Overlooked Points in the ADVISE Step

Coaching the Sales Process Overlooked Points in the ADVISE Step

Based on HubSpot research, only 3% of buyers trust sales representatives. If your sales process follows the cookie-cutter pattern of simply selling a product or service, the chances of you reversing that statistic are slim to none.

If you follow the formulated Sales Accelerator process, you know how important it is to execute the steps in correct order. During Discover, sellers uncovered prospect’s desired business results. The next step is to Advise the prospect on the best solution path, and that starts by determining which solution path is right for the situation.

This is the step where sellers learn how to differentiate themselves and prove to potential clients how they can make their life easier. From determining a solution path to removing surprises and handling objections, there are several points you don’t want your salespeople to overlook.

Topics: Proposal sales process sales accelerator