<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Matt Sunshine

Matt Sunshine

Recent Posts by Matt Sunshine:

Thankful. Grateful. Blessed. Happy Thanksgiving from The Center for Sales Strategy

2020 CSS Holiday Video

Happy Thanksgiving to all those in the United States who celebrate! We know this year has been rough, but we see your strength and wish you all the best this Thanksgiving.

Even with all the chaos 2020 has presented, there’s still so much to be thankful for this holiday season. One of the greatest gifts this year has given us is a new perspective on the things we’ve been taking for granted all this time. A new perspective on just how grateful we are for the simplest of things.

And while many are still struggling this Thanksgiving, we hope you’re able to take a moment and practice some gratitude for all the lessons 2020 has brought us.

Topics: holiday

Set Your Team Up for Sustainable Sales Performance Going into 2021

Set Your Team Up for Sustainable Sales Performance

Think of sales performance as a three-legged stool. When all three legs are strong, there's 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. As we get closer to 2021, ensure your team is strong in all three areas and set your team up for improved sales performance in the new year.

Topics: sales performance sales training sales talent

Best Practices to Improve Your Telephone and Video Conferencing Etiquette

Best Practices to Improve Your Telephone Etiquette

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings we're spending a lot more time online.

Video conferencing etiquette and attire are certainly not a new topic for many professionals, but it's a new reality for millions.

How you portray yourself, whether over the phone or on shared-screen calls, represents both you and your company. It’s important that we present ourselves just as well virtually as we do in-person. In an effort to improve your phone and video etiquette, and ensure the person on the other end receives an excellent experience, implement the best practices outlined below.

Topics: sales strategy COVID19 Resources Remote Team

Leadership: Improve This Skill, Improve Sales Performance

The Paramount Leadership Skill That Management Needs to Improve-1

Which skill do you think your manager needs to improve most?

When Robert Half Management Resources asked this question to more than 1,000 U.S workers, one skill clearly surpassed the rest communication skills. Adapting your communication style based on individual and situational needs is critical to improving sales performance.

You can have the greatest business strategy and sales plan, but those plans will never get implemented if you can’t communicate effectively. Communication is key, and below are four focus areas where every leader can start improving today.

Topics: sales performance sales managers communication

Annual Planning During Election Year

Annual Planning During Election Year

72% of Americans believe whoever is elected in the White House will directly impact their finances and 32% are putting off a big financial decision until Election Day.

Every four years, there’s a whirlwind of uncertainty about who will win the presidential and congressional elections. This year, our economic future tops the poll of concern. The unknowns are causing leadership to take fewer risks, hold off on making necessary business decisions, and hesitant to have conversations regarding annual contracts.

While we can’t predict the future and outcome, we can take control by being proactive. When it comes to business, time is money. And every business decision you delay is costing you valuable time and money.

Topics: metrics annual plannning

Curiosity Killed the Cat, but Saved the Sales Rep

Ask-Questions-in-Sales-Meetings

Have you ever noticed how many questions little kids ask? Every parent has a story to tell about the funny or embarrassing questions their kids have asked at the most inopportune times: “Why is Grandma so wrinkly?" or "Why do I have to eat those gross green things?”

If you don’t take control of the conversation, the third degree can go on indefinitely—because the curiosity in children is limitless!

Somewhere on the journey from childhood to adult professional, much of that unfettered curiosity gets left behind. We've become a society of head-nodders where people are often afraid they’ll look dense if they ask a question. You’ve seen it—people nodding in agreement, as if they completely understand, when you're certain they don’t. Their fear of losing the respect of others actually keeps them from learning.

Topics: Needs Analysis Sales

5 Tips on How to Close a Sale Faster Than Ever Before

close sale faster
Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right?

What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers?

How many times have you heard or said, "Don't worry! I've got a lot out there pending!”  That's great! But, does anyone actually get paid on pending? That’s the catch, and that's also why you need to be aware of the numbers you're actually looking at.

Topics: Proposal sales strategy

How to Get Results in Individual Meetings with Your Salespeople

How to Get Results in Individual Meetings with Your Salespeople

Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager.

As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it. And we understand why this is happening.

Topics: successful sales meetings sales performance sales coaching

6 Ways Inbound Lead Generation Provides ROI + 6 Key Metrics to Track

6 Ways Inbound Lead Generation Provides ROI

There’s no doubt — lead generation that is clear-cut, clean, and specific is ideal. When we picture lead generation working at peak performance, most of us envision the salesperson being handed a lead that is pre-qualified and only a small step from closing. Smooth and easy!

But don’t fool yourself into thinking that every lead generated by inbound marketing will be so straightforward. That’s not reality, and if you allow tunnel vision to influence your ability to measure your inbound marketing ROI, you'll miss out on a lot of critical information.

Topics: Lead Generation Inbound Marketing

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: account list management IMPACT