The Center for Sales Strategy - Sales Strategy Blog (110)

How to be Successful Your First Year as a Media Salesperson

by Matt Sunshine, on October 24, 2019

How to be Successful Your First Year as a Media Salesperson

How can I be successful in media sales?

How long will it take for me to make a lot of money?

How quickly can I expect to be promoted?

Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers. All smart things to think about!

As a sales performance consulting company, we've helped hundreds of B2B sales organizations attract, retain, and develop the highest performing salespeople and sales managers. We've learned a thing a two about success! Here are our tips on how to be successful in your first year as a media salesperson. And, this advice is valid for all sales positions, not just media!

0 Comments

Topics: Sales

NOW AVAILABLE: The 2019 Media Sales Report

by Matt Sunshine, on October 23, 2019

The Center for Sales Strategy conducted two online surveys during the second quarter of 2019 with sample groups representing sales managers and salespeople in the media industry. With the data from these surveys, our team researched, analyzed, and compiled The 2019 Media Sales Report to deliver key findings and insights from the surveys to help drive sales performance in the year ahead. This report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size, Training and Development, Number of Appointments and Sales Process, Sales Enablement, and Culture and Industry.

Read on to check out our key findings, and download the full report for more insight from these surveys!

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Topics: Inbound Marketing state of media sales media sales report

Create Raving Fans Out of The Job Candidates You DON’T Hire

by Beth Sunshine, on October 21, 2019

How to Create Raving Fans Out of The Job Candidates You DON’T Hire

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc, 72% of them shared those bad experiences with others (often on social media)! Ouch!

Are you burning bridges with your interview process? If so, it’s time to make a change so you can protect your company culture and image.

0 Comments

Topics: company culture sales talent assessment

Weekly Roundup: Tips For Closing More B2B Sales, Delivering Tough Feedback + More

by Amanda Meade, on October 18, 2019

- MOTIVATION -

"Determine that the thing can and shall be done, and then we shall find the way."

-Abraham Lincoln

- AROUND THE WEB -

<< If you only read one thing >>

9 Insider Tips for Closing More B2B Sales - HubSpot

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. >>> READ MORE

0 Comments

Topics: Wrap-up

What's a Marketing Qualified Lead? What's a Sales Qualified Lead?

by LeadG2, on October 17, 2019

sales qualified lead vs marketing qualified lead When it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales?

As with most marketing and sales best practices, it’s not always a black and white answer.

Every organization is different, and it’s important that your organization have it's own marketing and sales agreement plan that outlines in detail how you will qualify, distribute, track, and ultimately close your marketing leads.

6 Comments

Topics: Lead Nurturing Lead Generation Inbound Marketing sales and marketing alignment

5 Google Analytics Access Questions and Answers

by Alina McComas, on October 16, 2019

5 Google Analytics Access Questions and Answers Senior Consultants at The Center for Sales Strategy are known for helping organizations grow their sales through training, the development of customized strategy plans, and coaching.

By facilitating digital training in many workshops, there are several conversations around Google Analytics and how it can be used to sell the results of a campaign – some are more in-depth and hands-on, while others are more introductory based on the workshop.

Keep reading for answers to the five most frequently asked questions and objections heard when discussing Google Analytics.

1 Comment

Topics: digital marketing selling digital advertising integrated media solution google analytics

3 Tips to Increase Productivity and Improve Sales Performance

by Mindy Murphy, on October 14, 2019

3 Tips to Increase Productivity and Improve Sales Performance Do you often struggle with time management?

Do you always have way too much to do?

Do you ever feel buried in work?

If you answered "yes" to these questions, you may not be delegating as much as you should.

Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis.

1 Comment

Topics: productivity

Weekly Roundup: Sales Enablement Tools, Sales Playbook + More

by Amanda Meade, on October 11, 2019

- MOTIVATION -

"It's not about having the right opportunities. It's about handling the opportunities right."

-Mark Hunter

- AROUND THE WEB -

<< If you only read one thing >>

71 of the Best Sales Enablement Tools to Arm Your Team With - HubSpot

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job.

In a field where turnover is high, giving sales reps access to resources needed to effectively and efficiently close more deals can have a major impact on your company’s bottom line. This is why sales enablement is a top priority for companies looking to drive growth. However, choosing which tools will help your team can be a daunting task. Here are 70 of the best sales enablement tools that will help your team perform at the highest level. >>> READ MORE

0 Comments

Topics: Wrap-up

Do You Need Sales Enablement Tools and a CRM?

by Matt Sunshine, on October 10, 2019

salesperson using sales enablement tools

Is your sales team running the same plays as it did ten years ago? Even five years ago? If so, there’s a good chance you need to update your sales playbook.

The way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential such as:

Finding needs and pain points
Presenting solutions
Getting results

But how you interact with prospects and clients is different.

0 Comments

Topics: Sales sales enablement sales playbook

Time Management Tip: The Problem With Your To-Do List

by Jim Hopes, on October 9, 2019

Time Management Tip: The Problem With Your To-Do List

“Do you love life? Then do not squander time, for that is the stuff life is made of.”

- Benjamin Franklin

Did you know that you’re 42% more likely to achieve your goals if you write them down?

High-performing salespeople are intense; they typically have a long to-do list each week, and they attack that list with extreme focus. They’re dedicated, highly customer focused, competitive, and can typically accomplish more in one-week than any average Joe could in one month.

These days, life is so busy that we easily forget tasks and goals if we don’t write it down. However, writing down a to-do list is just the beginning; unless you prioritize that list, your productivity and time management is suffering.

What does that mean?

0 Comments

Topics: priorities to-do list

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The Center for Sales Strategy Blog

How to be Successful Your First Year as a Media Salesperson

NOW AVAILABLE: The 2019 Media Sales Report

Create Raving Fans Out of The Job Candidates You DON’T Hire

Weekly Roundup: Tips For Closing More B2B Sales, Delivering Tough Feedback + More

- MOTIVATION -

"Determine that the thing can and shall be done, and then we shall find the way."

- AROUND THE WEB -

<< If you only read one thing >>

9 Insider Tips for Closing More B2B Sales - HubSpot

What's a Marketing Qualified Lead? What's a Sales Qualified Lead?

5 Google Analytics Access Questions and Answers

3 Tips to Increase Productivity and Improve Sales Performance

Weekly Roundup: Sales Enablement Tools, Sales Playbook + More

- MOTIVATION -

"It's not about having the right opportunities. It's about handling the opportunities right."

- AROUND THE WEB -

<< If you only read one thing >>

71 of the Best Sales Enablement Tools to Arm Your Team With - HubSpot

Do You Need Sales Enablement Tools and a CRM?

Time Management Tip: The Problem With Your To-Do List

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