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The Center for Sales Strategy Blog

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

Why Are Organizational Goals Becoming Harder to Achieve?

ISP Steph Downs

In this episode of Improving Sales Performance, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy.

Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals.

Joining Matt to discuss that and much more is Stephanie Downs, SVP/Senior Consultant here at CSS. Stephanie provides valuable insights, like:

  • How a sales manager’s calendar should reflect a strategy of developing and coaching their people
  • Why we often make recruitment harder on ourselves by not having a firm plan in place
  • And, finally, why adding more people to your sales team is not always the solution
Topics: podcasts media sales report

Quick Take: Highlights From The 5th Annual Media Sales Report

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In this Quick Take episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s 5th Annual Media Sales Report by highlighting some of this year’s most eye-catching findings.

In other words, by the end of this short episode, you’ll have a good idea of how salespeople and sales managers are currently feeling about their own organizations as well as the entire media sales industry.

Topics: podcasts media sales report

[INFOGRAPHIC] Quick Takes From The Media Sales Report

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If 2021 saw everyone still reeling from the “year that shall not be named,” then 2022 seems to be one of continued adjustment.

For example, it’s clear that “hybrid work” means different things to different people. Nearly half of sales managers (49%) view their desired hybrid schedule as a 50/50 split between in-office and work-from-home.

In this new Media Sales Report, you’ll see that salespeople don’t feel the same way. Other trends from the previous year seem to persist or have worsened. Take recruitment; 65% of sales managers say that finding and hiring new talent is the hardest part of their job. That figure is up by more than 10% compared to last year.

And while you will see a contrast between sales managers and salespeople in terms of an optimistic outlook, the fact is that 87% of managers see a bright future ahead. If you'd like to read the full report, download it here.

Topics: media sales report

Media Sales Report – Industry Outlook & Culture with Beth Sunshine

Improving Sales Performance Podcast - Ep. 56 - Culture and People with Beth SunshineThis season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt Sunshine is joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.   

Here, Matt is breaking down the Industry Outlook & Culture Section of the Media Sales Report with SVP/Partner at Up Your Culture by The Center for Sales Strategy, Beth Sunshine. 

Together, Matt and Beth give their take on some top questions that arise from the report, like: 

  • How can sales managers better communicate and express their optimistic industry outlook to engage and inspire their teams?   
  • What can sales managers do to turn a less-than-ideal company culture into one that their salespeople would evangelize about? 
  • What is causing such different perceptions of what the ideal hybrid model should be? 

Topics: sales performance podcasts media sales report employee engagement

Media Sales Report - Sales Process with Alina McComas and Michael Mayer

Media Sales Report - Sales Process with Alina McComas and Michael Mayer This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team at The Center for Sales Strategy.   
 
Here, Matt is breaking down the Sales Process section of the Media Sales Report with VP/Senior Consultant, Alina McComas and Senior Consultant, Michael Mayer. 
 
Both Alina and Michael have such awesome takeaways on some top questions that arise from the report, like: 

  • Why do you think appointments are becoming harder and harder to secure? 
  • With 41% of salespeople telling us that finding qualified leads is only getting harder as well, what do you think is causing this? 
  • What would you say to sales managers that are having a tough time with CRM adoption amongst their team?

Click here to listen to this episode on your preferred podcast platform or keep reading as we break down the conversation from this episode. 

Topics: valid business reason sales process CRM podcasts media sales report getting appointments

Media Sales Report – Learning & Development with Emily Estey

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This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.   
 
Here, Matt is breaking down the Learning & Development Section of the Media Sales Report with VP/Senior Consultant, Emily Estey  
 
Emily has such excellent takeaways on some top questions that arise from the report, like: 

  • What advice would you give to sales managers leading salespeople who aren't receiving trainings frequently (on a weekly or monthly basis)?   
  • How can sales managers have meaningful conversations with their sellers on a consistent basis? 
  • What would you say to managers trying to engage and inspire team members that are underperforming in their eyes?
Topics: media sales report learning development

Media Sales Report – Sales Department with Stephanie Downs and Susan McCullin

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This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt is joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.   
 
Here, Matt breaks down the Sales Department Section of the Media Sales Report with SVP/Senior Consultant Stephanie Downs and Senior Consultant Susan McCullin.  
 
Together, Stephanie and Susan give their insightful takes on some top questions that arise from the report, like: 

  • Why does recruitment continue to be one of the hardest parts of a sales manager's job? 
  • Why does the average size of sales teams seem to be shrinking? 
  • With recruitment being a perpetual sore spot, how should sales managers maximize the performance of their small staff while also trying to find and hire new talent?
Topics: media sales report

Improving Sales Performance | 2021 Media Sales Report Analysis

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Brand new, hot off the press, the 2021 Media Sales Report is now available for all to download!

This series of Improving Sales Performance focuses on the analysis of the 2021 Media Sales Report conducted by The Center for Sales Strategy; unpacking the data from the surveys to help media sales teams use these insights to drive sales performance in the year ahead.

In the first episode of the series, Matt is joined by industry experts, Stephanie Downs, Trey Morris, and Beth Sunshine, to dig into the key takeaways from the 2021 Media Sales Report and discuss the future and outlook of the media sales industry based on the data in the report.

Tune in now or keep reading for a brief overview.

Topics: media sales report

[INFOGRAPHIC] 2020 Media Sales Report

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2020 was one for the history books. From the outbreak of COVID-19 to heightened tensions during an election year, the sanest approach seemed to be simply taking one day at a time. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge.

The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six key topics:

You can see some of the highlights for the survey in the infographic below. If you'd like to read the full report, download it here.

Topics: media sales report