Beth Sunshine, on July 15, 2019
It is more important than ever before that sales organizations focus increased attention on emotional intelligence. As a sales performance company focused on turning talent into performance, we see evidence every day that when leaders are more self-aware and more aware of others, they are more successful.
Shaye Smith, on July 12, 2019
-THOMAS JEFFERSON
Sales managers are a rare breed. The job is challenging. The most successful sales managers demonstrate a knack for hacking other disciplines. Successful sales managers combine the skills of economists, data analysts, psychologists, sociologists and entrepreneurs.
They also benefit from hijacking a few best practices from marketers. Here are some thought-starters for hacking your counterparts in marketing. >>> READ MORE
Greg Giersch, on July 10, 2019
If someone has the “gift of gab” they're often told that they should go into sales. Which often, just gives salespeople a bad name. Think about it. None of us like the salesperson who just keeps talking. The one that knows everything and is willing to tell us every detail. Are you talking about something the other person expressed interest in?
Kurt Sima, on July 9, 2019
Sales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks.
Shifts in consumer behavior over the last 20 years demand that businesses use multiple platforms to reach consumers. As a result, most media organizations today understand the importance of selling Integrated Solutions – just take a look at all of the capabilities that they have to offer a business to help them achieve their desired business results!
Shaye Smith, on July 5, 2019
It's the LAST week to share your insight for the 2019 State of Media Sales Report
CLICK HERE to contribute your expertise and help us develop an
extensive report to share in the Fall.
-MARK HUNTER
Succeeding in sales is all about developing the right habits. But not all habits are sales-generating.
The industry has changed a lot in recent decades, moving towards a consultative approach. Now, some once-hallowed practices will actively hinder your ability to connect with prospective customers and close deals.
If you’re still doing these things, you’re not offering real value to your customers. >>> READ MORE
Matt Sunshine, on July 4, 2019
Editor's Note: This post was originally published in 2016 and has been updated.
At least once a week, I get asked by a sales leader if there is a business book I would recommend they read that will help them improve their game. That is a tough question to answer, because there are so many very good books out there, and depending where you are in your career (or your current business situation, or what you have already read), the right book for you could be one of several. So instead of picking just one book, I thought I would provide a list of five books that would make for great reading this summer.
The Center for Sales Strategy, on July 3, 2019
Tomorrow is the 4th of July, or Independence Day. It's a day that we as Americans reflect on our freedom, our heritage, and our history. In honor of this, we asked a few of the CSS team to chime in for this post. We asked, "If you could pick one historic American leader that would make a great sales leader today because of their strengths and talents, who would it be?" Here's what they said.
Shaye Smith, on June 28, 2019
-LES BROWN
The reality is not all salespeople are created equal (and neither are startups). Just because a rep has amazing sales numbers doesn’t necessarily mean they’re a good hire. What they had to do to achieve those numbers may be totally different than what they’ll have to do to be successful with you!
So how do you know which salesperson is the right hire for your business? >>> READ MORE
Matt Sunshine, on June 27, 2019
Some say that the holy grail of sales is consistent and predictable revenue. Many are on this seemingly never-ending quest, but find it both elusive and always just out of reach. A strategic sales process is the only thing that will help you reach your goals.
