Kurt Sima, on November 4, 2019
Whether they realize it or not, consumers travel through a series of steps before purchasing an item. For the consumer, this journey is not something they think about; they’re simply trying to make a decision.
The process consumers follow to purchase a product or service has changed significantly over the years. To truly understand the consumer journey today, we must look at the past relationship between the brand and the consumer and how it has evolved over time.
Amanda Meade, on November 1, 2019
-Albert Einstein
People are changing the way they work. The root of this change is the growing acceptance of flexibility in the workplace. So, when we talk about the future of work, we have to focus on what’s influencing change.
What has been found is symmetrical value between how customers want to connect with the businesses they support and employees who want to work for the businesses they support. This aligns with flexibility. The future of work is finding that happy medium of meeting both employees and customers where, when, and how they want. Take a look at how flexibility is going to assist in this concept impacting the workplace.>>> READ MORE
Matt Sunshine, on October 31, 2019
If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.
-Abraham Lincoln
Abraham Lincoln's productivity secret was to work smarter rather than work harder by simply using sharper tools to get the job done more efficiently. Inefficient tools waste your time and energy, and simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference.
Great leaders grow themselves and their organizations by deliberately managing the present, letting go of old beliefs and behaviors, and purposefully creating a future by adopting new practices.
So, how does Honest Abe's philosophy apply to sales management today?
Craig Jones, on October 30, 2019
When you coach baseball and manage a sales team for 15 years, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism.
In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.
As an athlete, it’s vital to understand the basic concept of agility – the ability to change your body’s position by having quick feet. As a sales manager or consultant, rather than applying the phrase, “Move Your Feet” to your body, you must apply it to your mindset and tactics.
Amanda Meade, on October 29, 2019
By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal.
You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal. But sometimes, even with a data-focused, detail-driven proposal, that great lead disappears in the abyss, and before you know it, you realized you’ve been ghosted.
Fear not, we’ve brewed up three tactics that will help your sales proposals convert more prospects at a high rate!
Deborah Fulghum, on October 28, 2019
What image comes to mind when you hear the words “burnout?”
Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours.
Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels. It’s so common that people in all industries and in all positions are susceptible to burnout.
Being able to spot employee burnout and prevent it is essential if you want to maintain a positive work environment and keep the best talent on your team.
Amanda Meade, on October 25, 2019
-Mark Twain
As you start your professional journey towards salespeople’s leadership, there’s always new information to learn and to take in. But one “issue” you might come across is managing salespeople who might have even more experience than you. However, this should not be cause for concern – in fact, there’s much to be glad about if that is your case,
Some might feel insecure or uncertain of their abilities in this scenario, or perhaps it can make them unsure about how to speak to these more experienced reps. Here’s some useful advice to help you handle reps who are a bit more experienced in the field.>>> READ MORE
Matt Sunshine, on October 24, 2019
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!
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!
Kim Alexandre, on October 22, 2019
Have you ever felt pumped after leaving a sales training session, conference, or workshop, thinking about all the new, fresh ideas you can put into action to improve sales performance?
A good sales training session forces you to grow and challenge yourself. Whether it’s motivational speakers or powerful content, there are several moments where we feel empowered to be better professionals, and we leave with pages of notes and quotes to live by.
But what happens next? Do you accomplish everything you said you would, or do you fall short on your expectations and follow through on less than you hoped for?
