The Center for Sales Strategy Blog

Let’s talk about something we all know but often overlook—your brand.

No, I’m not talking about the company you work for; I’m talking about you. Yep, you’re a brand, whether you realize it or not. And in today’s world, if you’re not leveraging your brand to build influence and drive business, you’re missing out. Big time.

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. 
 
And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. 
 
Both offer some amazing points to think about, like:  

• Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams 

• How target drives can help put a spotlight on the activities that actually make you money 

• And, finally, if you’re coaching Michael Phelps, you’re not going to teach him to run. 

One of the most effective ways to connect with potential clients is by providing a valid business reason (VBR). But what exactly does this mean, and why is it so important?

A valid business reason goes beyond simply stating that you have a product or service to offer. It's about demonstrating real value to your prospects and showing them why engaging with you is worth their time and attention.

As managers, we often focus on hitting targets, achieving KPIs, and driving business results. But how often do we pause to consider what drives the individuals on our team?

What personal milestones are they striving for? What "bridge" do they need to cross to feel successful in their lives?

“The only person you are destined to become is the person you decide to be.”
– Ralph Waldo Emerson.

A powerful statement, isn’t it? But how do we become that person when life throws curveballs and obstacles our way?

The answer lies in two crucial elements: motivation and resilience. Motivation is about starting and continuing a journey, while resilience is about navigating the journey, especially when faced with difficulties.

While both are essential for success, they serve different purposes.

In this Quick Take episode, we're tackling how to track revenue performance for maximum results.

From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business.

As sales leaders, we've all been there - you've invested time and resources into training your team, but the lessons aren't sticking somehow. The skills aren't improving, and the results aren't materializing.

Before you throw in the towel, let's explore five methods to breathe new life into your sales training efforts.

As the new fiscal year approaches, sales managers should evaluate and leverage their teams' unique strengths. Recognizing and nurturing individual sellers' talents can lead to improved performance and better results.

Our strengths are hard-wired in us from a very early age, and people notice and appreciate them when they are strong. To develop these talents over time, we need to practice using them.

Many of us learned the value of practice through sports, dance, music, or academics, realizing that we got better with consistent effort. The same principle applies to developing strengths in a professional setting.

In this episode, we're exploring how a company successfully aligned its sales and marketing teams to maximize the efforts of its sellers. 

The great Andrew Sims, CRO at SentriLock, and Trey Morris, VP/Senior Consultant here at CSS, are joining Matt Sunshine in breaking down that journey.  
 
Both bring such great points to the table, like: 

• Why you don't have to make Mount Everest-sized changes in order to achieve sales and marketing alignment.

• How marketing should help prepare your sales team for battle.

• Why do all great companies have a singular mission from which all marketing, branding, and content can be drawn?