The Center for Sales Strategy, on March 17, 2021
In Season 2 of Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.
In this episode, Dani Buckley, Isha Bell, and Emily Hartzell of LeadG2 join Matt Sunshine as they discuss the data from the Media Sales Report surrounding the analysis of the sales enablement information.
You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.
Deborah Fulghum, on March 16, 2021
At The Center for Sales Strategy (CSS), we are a team of extremely high achievers. We’re always looking for ideas for self-improvement. So much so, that in our annual Employee Engagement survey each year, learning and development are always at the top of the list of what our team craves.
Knowing this, we add learning opportunities in multiple ways. One important development opportunity comes through the CSS Quarterly Book Club.
Beth Sunshine, on March 15, 2021
To successfully manage and lead others, you must understand what makes each of your team members unique and individualize your approach. It’s important to understand the innate talents of each person and consistently coach them to maximize their strengths, work around their weaknesses, and turn talent into performance.
Gallup's research in the bestseller It's the Manager proves that this strengths-based approach to being a coach, not a boss, is essential to leading a high-performance team.
Amanda Meade, on March 12, 2021
-Stephen Covey
We all know that hiring the wrong salesperson is expensive. Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire. They lose revenue, damage reputation, impact market share, and hurt the culture to name a few.
Here are five reasons many companies fail to hire top salespeople. >>> READ MORE
Matt Sunshine, on March 11, 2021
One of the leading indicators for sales success is to look at the number of appointments that a salesperson has each week. (This is not the only leading indicator that you should be tracking, but it is one of them.)
The idea is that if a salesperson has a significant amount of appointments each week which involve finding needs, getting assignments, presenting solutions, or delivering a proposal, that this quality sales activity will lead to good solid revenue performance.
It's fair to say that everyone in sales or in sales management would agree with this, but here's the flaw — many salespeople are confusing "I'll follow up with you next week" with "I have an appointment."
To be clear, "I’ll follow up with you next week," does not mean you have an appointment.
The Center for Sales Strategy, on March 10, 2021
In Season 2 of Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.
In this episode, Dalena Pajares, Dean Moothart, and Kurt Sima of The Center for Sales Strategy and LeadG2 join Matt Sunshine as they discuss the data from the Media Sales Report surrounding the analysis of the sales process and setting appointments section.
You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.
Beth Sunshine, on March 8, 2021
At The Center for Sales Strategy (CSS), we offer the most effective talent instruments available on the market to help you accurately identify the best candidates for the right roles and guide you to develop strategies and coach them in a way that will maximize their individual strengths.
Our clients have seen a direct Return on Investment (ROI) in the following ways:
It's time to take the guesswork out of hiring and coaching.
Amanda Meade, on March 5, 2021
-Michael Jordan
Most work weeks are focused on business objectives, decisions from management, or customer issues. Employee Appreciation Day, on the other hand, is a special day that should be truly centered around the teams of employees that make things happen every single day.
Even a little bit of recognition can make a big impact on employee motivation. Research shows that feeling appreciated increases morale, improves engagement, and reduces turnover. In particular, employee recognition has been proven to boost oxytocin levels—that’s the chemical our bodies create when we bond socially! >>> READ MORE
Matt Sunshine, on March 4, 2021
You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you.
Maybe you just haven't given them a compelling enough reason to call you back.
If you want prospects to call you back, you need to give them a reason. If the reason you're providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.
Your prospect doesn't want your ideas. They want solutions to their problems.
The Center for Sales Strategy, on March 3, 2021
Throughout season 2 of the Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.
In this episode, John Henley, Managing Partner at The Center for Sales Strategy, and Greg Giersch, Vice President of Client Experience at The Center for Sales Strategy, join Matt Sunshine to discuss the data from the Media Sales Report surrounding the analysis of the sales training and development data.
You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.
