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The Center for Sales Strategy Blog

Improving Sales Performance | Media Sales Report | Effects of COVID-19 on the Media Sales Industry

Improving Sales Performance Media Sales Report 2

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry.

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.

Topics: sales performance COVID19 Resources

Movies and Series to Stream While Social Distancing

Movies and Series to Stream While Social Distancing

What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

Our team at The Center for Sales Strategy (CSS) and LeadG2 survived 2020, but not without the help of streaming services like Netflix, Hulu, and Disney+. Here are some of the binge-worthy movies and shows that all of us have been watching while staying home and social distancing.

Topics: Sales COVID19 Resources

Is Your Organization Ready to Work from Home Permanently?

Is Your Organization Ready to Work from Home Permanently

It’s been quite a year of change for many salespeople and managers. What at first seemed like a temporary situation has slowly evolved into the potential for a new reality — working from home.

There are many benefits to working from home, such as no commute, which leads to greater productivity, better work/life blend, and looking professional from the waist up... just to name a few! Gartner's recent study shows that 74% of companies plan to shift some of their employees to working from home permanently.

In the past, many deals were built from the foundation of in-person relationships. The pandemic has shifted the sales cycle, and many salespeople have been forced to adjust. Mastering the art of both in-person selling and virtual selling is now a skill seller's must obtain.

As a sales leader, it’s important to ensure your sales team shifts their mindset and has the tools needed to perform at their best no matter what the situation holds.

Topics: COVID19 Resources Remote Team virtual selling

Best Practices to Improve Your Telephone and Video Conferencing Etiquette

Best Practices to Improve Your Telephone Etiquette

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings we're spending a lot more time online.

Video conferencing etiquette and attire are certainly not a new topic for many professionals, but it's a new reality for millions.

How you portray yourself, whether over the phone or on shared-screen calls, represents both you and your company. It’s important that we present ourselves just as well virtually as we do in-person. In an effort to improve your phone and video etiquette, and ensure the person on the other end receives an excellent experience, implement the best practices outlined below.

Topics: sales strategy COVID19 Resources Remote Team

The Comeback Kid: 20 Weeks to Change Your 2020 Story

The Comeback Kid 20 Weeks to Change Your 2020 Story

We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid

Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in. We encourage you to continue the activity that got you where you were before this pandemic struck. And, while we always encourage you to visualize the win, it's the plays in between that are really important. How can you win each day? What activities should you do to get you to the finish line? And, are you doing those activities to the best of your ability?

Topics: sales performance sales process COVID19 Resources

Are Your Sellers Prepared for the Economy to Reopen?

Are Your Sellers Prepared for the Economy to Reopen

Perhaps the most anticipated grand opening of all times is occurring at various levels across our land right nowand it is joyous to see. But to say things are not quite returning to normal yet would be a great understatement. 

Most businesses are still adapting to the environment. Many are operating without key segments that were profitable just a few months ago or inventing new offerings in response to the changes we’ve all experienced.  Just as our clients are rethinking how they approach the market, so should your sales team.

Topics: sales performance COVID19 Resources

5 Ways to Stay Connected While Working Remotely

5 Ways to Stay Connected While Working Remotely

Telecommuting, flexible work environments—both fancier terms for working remotely—is the new normal for many of us. By now, you’ve gotten a taste for what working from home entails. And whether you choose to admit it or not, some of you have decided that remote work isn’t as great as it sounded just a few weeks ago.

At first, working quietly in your pajamas seemed enticing—even productive—then the silence set in, and you missed all the chaos. Most people do! Knowing how important socializing is, how do you keep that feeling intact with your team in a time of social distancing?

Topics: company culture COVID19 Resources

How To Drive New Business In Today’s Environment

How To Drive New Business In Today’s Environment

Everyone is looking for creative ways to drive new business—and we could easily provide a list of five hacks that would be helpful. But those five tips would not have the same impact that changing just one thing would have—your perspective.

There is a legendary story about a large American shoe company that sent two sales representatives to different regions of the Australian outback to scope out the business potential for the company.  The first reported, “No business here. The natives don’t wear shoes.”  The other wired back, “Huge opportunity! The natives don’t wear shoes.”

Same data, different conclusion. Which message would you have sent back?

Topics: COVID19 Resources

How to Increase Productivity and Promote Teamwork with a Remote Workforce

How to Increase Productivity and Promote Teamwork with a Remote Workforce

Remote work statistics have consistently increased over the years. A special analysis conducted by FlexJobs and Global Workplace Analytics found that from 2005 to 2017, there was a 159% increase in remote work. Based on the growing numbers, Upwork’s Future Workforce Report predicts that 73% of all teams will have remote workers by 2028.

COVID-19 forced many teams into a remote workforce, and nearly 43% of full-time American employees say they want to work remotely more often even after the economy has reopened. The same survey reports that of the more than 1,200 employees surveyed, nearly 20% said their employer is actively discussing how they can make remote work more of an option in the future.

Topics: culture COVID19 Resources

New Normal Tweaks on a Proven Sales Process

New Normal Tweaks on a Proven Sales Process

Sales managers and salespeople have discovered new ways of conducting face-to-face sales activity as a result of recent social distancing restrictions. Being creative and using video technology to stay connected with customers as well as propose and close business with new prospects has become the new normal.

World-class sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. They need solutions. They need the problem-solving expertise that a quality salesperson brings to the table. Simply put, customers are more open to ideas and solutions than ever before because their level of pain is high.

Topics: sales process COVID19 Resources