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The Center for Sales Strategy Blog

Matt Sunshine

Matt Sunshine

Recent Posts by Matt Sunshine:

Sales Forecasting Techniques for the Year's Final Quarter

Sales Forecasting Techniques for the Years Final Quarter

Are you tired of missing out on your sales targets quarter after quarter? 

Sales forecasting involves predicting future sales patterns and identifying opportunities and risks within your market. By using proven techniques, you can gain a deeper understanding of customer behavior, optimize your sales strategies, and make informed decisions to drive growth.

From analyzing historical data and market trends to leveraging advanced forecasting tools and techniques, we will equip you with the knowledge and skills necessary to make accurate sales projections and optimize your resource allocation.

Topics: sales forecasting

Retention is the New Recruitment

Retention is the New Recruitment

Few things in business these days are more important than finding, and retaining, the right talent.

Without talent, companies can quickly lose their competitive edge. But while most companies are focusing heavily on the recruitment side of the equation, many are ignoring the equally important job of retention. All the while the job market continues to become more competitive, and employees have increasingly specific preferences and expectations around how they want to work.

One of the easiest and best recruitment strategies might just be retention.

Topics: recruitment employee retention

Mastering the Art of Sales with AI: Best Practices and Strategies for Boosting Your Team's Performance

Mastering the Art of Sales with AI

Sales is the backbone of any successful business, and with technological advancements, it has become even more critical to stay ahead of the curve.

Artificial intelligence (AI) has revolutionized how we approach sales, providing businesses with the tools they need to improve their team's performance and boost revenue. Mastering the art of sales with AI requires a combination of best practices and strategies that can help businesses stay competitive in today's fast-paced market.

Whether you're a sales manager looking to improve your team's performance or a business owner seeking to increase your bottom line, this guide will provide you with the insights and strategies you need to master the art of sales with AI. From leveraging data analytics to improving customer engagement, let’s explore the best practices and strategies to help you take your sales game to the next level.

Topics: sales performance AI

[INFOGRAPHIC] Quick Takes From The Media Sales Report

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If 2021 saw everyone still reeling from the “year that shall not be named,” then 2022 seems to be one of continued adjustment.

For example, it’s clear that “hybrid work” means different things to different people. Nearly half of sales managers (49%) view their desired hybrid schedule as a 50/50 split between in-office and work-from-home.

In this new Media Sales Report, you’ll see that salespeople don’t feel the same way. Other trends from the previous year seem to persist or have worsened. Take recruitment; 65% of sales managers say that finding and hiring new talent is the hardest part of their job. That figure is up by more than 10% compared to last year.

And while you will see a contrast between sales managers and salespeople in terms of an optimistic outlook, the fact is that 87% of managers see a bright future ahead. If you'd like to read the full report, download it here.

Topics: media sales report

Sales Thought Leaders To Follow

Sales Thought Leaders To Follow

Are you looking to stay on top of the latest trends and strategies within the sales industry?

It’s no secret that successful businesses need a strong sales department in order to be competitive. To give your team members an edge, it pays off to follow leaders in the field who have proven themselves as thought leaders: those individuals who can share insights and advice with inspiring stories, passion, and expertise.

In this article, we’ve rounded up some of the most influential sales gurus out there today – so if you want to know how to get ahead of your competition, join us as we explore our list of must-follow sales thought leaders!

Topics: thought leadership leadership development

5 Simple Steps to Improve Your Recruitment Process and Attract Top Talent

5 Simple Steps to Improve Your Recruitment Process and Attract Top Talent

Finding the right talent for your company is vital to its success. A comprehensive recruitment process is essential to attract, select and retain the best employees. However, many companies struggle to create an efficient and effective recruitment process.

But there is hope.

From creating a job description that accurately reflects the position to utilizing modern recruitment tools, these steps can help you attract and retain the best employees. With the right recruitment process in place, you can be confident you are hiring the right people for the job.

Topics: recruitment

How to Track Revenue Performance

How to Track Revenue Performance

If you’re trying to maximize your company’s revenue performance, having a clear understanding of the numbers is essential.

Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals. Fortunately, tracking your revenue performance doesn’t have to be complicated. With the right strategy in place, you can easily stay on top of the numbers and make the most of your income.

In this article, you’ll learn how to track revenue performance for maximum results. From understanding the key metrics to utilizing the right tools, you’ll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business.

Topics: revenue performance

Three Proven Strategies to Increase Your Business Revenue Performance

Three Proven Strategies to Increase Your Business Revenue Performance

Businesses need to continually strive for growth and success to remain competitive in the market.

One of the most important goals for any business is to increase its revenue performance. Many strategies can be employed to achieve this goal, but three of the most effective and proven strategies are to focus on customer service and satisfaction, to identify new target markets, and to increase the efficiency of existing operations.

By utilizing these strategies, businesses can gain a significant increase in their revenue performance, allowing them to continue to be successful and grow.

Topics: revenue performance

Best Tips and Tricks for Pipeline Tracking

Best Tips and Tricks for Pipeline Tracking

Pipeline tracking is essential for any sales team that wants to stay on top of their customer relationships and close more deals.

It helps to ensure your sales process is as efficient, effective, and streamlined as possible. By tracking every step of your sales process, from lead generation to customer onboarding, you can ensure nothing falls through the cracks.

With that in mind, here are some best practices for pipeline tracking that will help you make the most of your sales process and achieve the best results. With these tips and tricks, you'll be able to maximize your sales process and close more deals with ease.

Topics: IMPACT sales pipeline

Habits of Successful Salespeople ⁠— The Best Sales Hacks for 2023

Habits of Successful Salespeople

There are many habits that successful salespeople share. Some of the most common ones include:

  • Setting clear goals
  • Time management
  • Planning
  • Persistence
  • Communication skills
  • Empathy 
  • Adaptability
  • Continuous learning

Here are more detailed explanations from our experts at The Center for Sales Strategy.

Topics: selling tips