The Center for Sales Strategy Blog

7 Sales Strategy Tips from Horror Films

7 Sales Strategy Tips from Horror Films

Horror movies are predictable and filled with clichés. Although we know a monster lurks around every corner, we squirm in anticipation of a sudden sound or blood-curdling scream that will make us fly out of our seats at any moment.

It turns out horror films are filled with sales strategy lessons.

Topics: sales strategy

Celebrating Women In Sales Month with Guest Kim Guthrie

ISP_Ep.49__ Cover Graphic

Women in sales have achieved great things for themselves and their organizations over the last decade. To celebrate Women in Sales Month, we’re talking with some amazing women sales leaders who share their unique insights, from offering advice for sales managers, new or more experience to discussing the anticipated landscape of sales and years ahead when it comes to improving sales performance.

In this episode of Improving Sales Performance, Kim Guthrie, Division President for iHeart Media, Florida, joins host Matt Sunshine and co-host Stephanie Downs to discuss the importance of forming developmental relationships with clients, the importance of building trust, being a sustaining resource for your team, and how it's necessary to always be recruiting new talent.

Tune in now or keep reading for a brief overview.

Topics: women in sales

Email Tone: It Can Be Louder Than Words

Email Tone  It Can Be Louder Than Words

The remote and hybrid workforce offers opportunities and challenges that we may not have considered when working in a common location.

We take for granted the proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.

However, we still need to be aware of the tone we are using, which in writing can be more complicated than spoken words (because our brain fills in the gaps when we lack information).

Topics: email sales process COVID19 Resources

Celebrating Women In Sales Month with Guest Katie Reid

ISP_Ep.48__ Cover Graphic

We’re honored to celebrate Women in Sales Month all October long by talking with some amazing women sales pros. In this episode, Katie Reid, SVP/Market Manager Bonneville, joins host Matt Sunshine and co-host Stephanie Downs to share unique insights and offer advice for both new and veteran sales managers.

Katie makes so many awesome points, such as avoiding surprises by keeping a watchful eye on your entire sales funnel, maintaining and fostering organic growth, communication, and coaching in a hybrid work environment.

Tune in now or keep reading for a brief overview.

Topics: women in sales

DIGITAL SALES STRATEGY: Understanding the Digital Scoreboard

 Digital Scoreboard

This is a great time of year to be a sports fan. 

Baseball playoffs are here, and every weekend brings a full slate of college and pro football games. Every game has its own set of stats to follow, but just looking at the stats the following day doesn’t necessarily tell you who won the game.

In baseball, the team with more hits is not always the winner. In football, the winning team could have fewer total yards or more turnovers. While the stats can provide you with an educated guess of who the winner is, they don’t tell the full story of the game.

Digital advertising is very similar if you think about it.

Topics: Needs Analysis Digital

Celebrating Women In Sales Month with Guests Jenn Scilabro and Tracy Wilkinson

ISP_Ep.47__ Cover Graphic

Joining host Matt Sunshine and co-host Stephanie Downs in this episode of Improving Sales Performance are Jenn Scilabro, Senior Vice President of Local Digital Sales for Nexstar Digital, and Tracy Wilkinson, Senior Vice President and Regional Manager for Nexstar Media Group, Inc.

As female thought leaders, experts, and industry gurus, Jenn and Tracy share their insights, tips, and knowledge on various topics that help companies improve sales performance.

Tune in now or keep reading for a brief overview.

Topics: women in sales

Celebrating Women In Sales Month with Guest Nicki Harkrider-Probey

MicrosoftTeams-image BLOG

The Center for Sales Strategy is excited to announce the premier of Improving Sales Performance, a podcast highlighting tips and insights that help sales organizations realize and maybe even exceed goals.

This season, host Matt Sunshine and co-host Stephanie Downs celebrate Women in Sales Month by talking to some amazing women sales pros.

When it comes to improving sales performance, these ladies know how it’s done. Tune in now or keep reading for a brief overview.

Topics: women in sales

Increasing Productivity and Promoting Teamwork in a Hybrid Workplace

Increasing Productivity and Promoting Teamwork in a Hybrid Workplace

Increasing productivity and promoting teamwork in a hybrid workplace can be challenging, but a few simple changes can help people feel connected and allow them to contribute in a more meaningful way. 

As more companies move to remote and hybrid work, creating an environment that fosters teamwork is especially difficult, and many employees can feel disconnected and unmotivated when they’re not in the office. 

However, rethinking teamwork and changing how people collaborate and communicate can help ensure every employee is engaged and productive.

Topics: productivity hybrid work

Improving Digital Sales Performance: Pre-Call Prep

Improving Digital Sales Performance Pre-Call Prep
 

It's always surprising to me how few sellers conduct an audit of a prospect's website and social media presence prior to meeting with a prospect.

This simple step doesn’t need to take a lot of time, but it will go a long way to help prepare you to ask better, more knowledgeable questions about the prospect, their business, and what might be important to them.

Topics: Digital selling digital advertising

You Have An Open Position, Now What?

You Have An Open Position, Now What

Selection is defined as the action or fact of carefully choosing someone or something as being the best or most suitable.

It's Monday morning, and a seller has just told you that they are resigning. Maybe that's a good thing, or maybe it isn’t, but either way, you find yourself with the need to fill a position.

But before you do that, you need to know what you are looking for in order to find it. The first step should be to have a job analysis process that clearly defines exactly what you need in your open position. To determine that, you may ask yourself these kinds of questions.

Topics: sales talent selection