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The Center for Sales Strategy Blog

Leadership Lessons: Leaders Eat Last

Leaders Eat Last

The book "Leaders Eat Last" by Simon Sinek offers profound insights into what it truly means to be a great leader. It challenges traditional notions of hierarchy, rank, and privilege and instead emphasizes the importance of building trust, safety, and purpose within a team.

Here are seven key lessons from the book.

Topics: leadership

Unleashing the Superstar Potential: Bridging the Gap in Sales Teams

Unleashing the Superstar Potential

The word “superstar” has a wide range of meanings for all of us. It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success. 

But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them.  Their clients love working with them, and they retain and grow their clients year after year, all while finding new prospects and closing new business.

Topics: recruitment

Why Are Media Sales Managers Lacking Superstars? With Beth Sunshine

ISP Beth

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy.

Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?”

Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

Beth provides such valuable insights like:

  • How, contrary to popular belief, it’s not poor performers but average performers that weigh an organization down.

  • Why managers can’t nurture their superstar talents by “coaching from the locker room.”

  • And, finally, how if a seller has unrealized talent, the right mix of training and feedback can help transform them into a genuine superstar.
Topics: podcasts

Breaking Down the 76% Barrier: Strategies for Transforming Sales Teams

Strategies for Transforming Sales Teams

Imagine for a moment that you are the sales leader for a national media company. Picture your sales team and imagine the following scenario….

Your team is made up of 100 percent sales superstars who knock it out of the park and raise the bar day after day, week after week, month after month. Their potential for success is unlimited.

If that scenario sounds like a dream to you instead of a reality, you are in the majority.

Our just-released fifth annual Media Sales Report found that 76% of sales managers don’t consider most of their teams to be superstars.

Topics: leadership sales leadership

The Proper Way to Start a Business Conversation

The Proper Way to Start a Business Conversation

The best way to fall flat on your face in a business conversation is to start the conversation talking about business.

Cultivate the art of small talk, and chances are good that once you do get around to bantering about business, the conversation will be meaningful.

Topics: Needs Analysis prospecting

The Manager’s Journey:  Navigating the Path to Professional Growth

Navigating the Path to Professional Growth

Navigating the path to professional growth requires a mix of thoughtfulness, strategy, and accountability. Your growth is dependent on many things in life – your natural talents, the right career choice, the right leadership to support you, and your ability to create a growth plan for yourself.

With today’s vibrant and competitive landscape, the role of a manager grows more challenging every day. For you to flourish in your professional life, you need to be intentional and committed to yourself.

The incredible outcome of your professional growth is two-fold: you grow, and those around you grow as well. So, where do you begin? Let’s explore a few key ideas and strategies to help you achieve the growth you desire.

Topics: professional development leadership development

Why is it Becoming Harder to Convert Prospects? With Trey Morris

ISP Trey and Matt

In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy. Today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?”

Trey brings so many great points to the table, such as:

  • How too many salespeople are pitching products instead of solutions
  • Why sellers need to do a better job of helping existing clients figure out what’s working and what’s not working early on in their business relationship
  • And, finally, why it’s so important for every seller to give the best reason possible for prospects to want to meet with them
Topics: podcasts media sales report

Valued and Recognized: The Key to a Motivated Sales Team

Valued and Recognized

It takes a unique set of talents to be successful in B2B sales. People who are naturally self-motivated and have a strong desire to win consistently outperform the rest.

But here’s the catchthese same people are those who crave recognition for their performance the most.

Recognition isn’t just “nice to have;” but a crucial element in boosting employee motivation and job satisfaction. Consistent recognition can be the key to unlocking each of your team members’ full potential.

Topics: motivation

Prospects Do NOT Care About Your Features and Benefits

Prospects Do NOT Care About Your Features and Benefits

Here is a truth bomb that might just revolutionize your sales strategy. Brace yourself because I'm about to tell you why your meticulously crafted pitches about features and benefits are falling on deaf ears. 

Yes, you heard that right. It is time to shift gears and move beyond the traditional features and benefits spiel.

Topics: Needs Analysis sales strategy

Optimize Your CRM: Strategies for Effective Utilization

Optimize Your CRM

Do you ever feel like you're using your CRM, but not really using it?

Many seem to fall into this trap, believing they've mastered their software when, really, they're only scratching the surface. After all, The 5th Annual Media Sales Report found that 74% of salespeople believe they use their CRM effectively.

This data point may, in fact, reflect reality. Maybe there are scores of salespeople out there who are utilizing the many capabilities that their CRMs have to offer.

The truth is that most CRM software holds a treasure trove of features and functionalities that are left to gather digital dust, waiting to be explored.

So, let’s unlock the full potential of your CRM and transform it from more than a simple contact list to a sales and customer service powerhouse.

Topics: CRM