The Center for Sales Strategy Blog

Previously this season, we explored how AI is transforming the world of sales coaching. Today, in this episode, we’re diving a bit deeper into that topic by chatting with two incredible guests from the AI coaching platform, Yoodli. 

In this Quick Take episode, we’re exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions are setting a new standard for skill development. 

On the other side of this brief episode, you’ll see how AI sales coaching truly can elevate the game of your sellers.

The Power of Consistent Sales Coaching

There are no two ways about it: sales coaching is helpful for driving performance in any sales team. Its benefits are well-documented, with consistent coaching leading to improvements in both individual and team productivity.

While training alone can boost sales production by 20-30%, integrating regular coaching and practice can amplify this impact fourfold, reaching an 80% improvement.

This transformative power is essential for sales leaders focused on not just meeting but exceeding revenue targets. By fostering an environment of continuous development, sales coaching enhances not only skills but also confidence and customer relationships, laying the foundation for sustained success.

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. 

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? 

In this Quick Take episode, we're exploring one of the most crucial aspects of success as a business: the ability to keep your sales pipeline full. 
 
By the end of this short episode, you'll have 10 effective tactics at your disposal to ensure that your sales pipeline is never empty. 

In this Quick Take episode, Matt wraps up our coverage of The 5th Annual Media Sales Report by spending a few minutes thinking about what this year’s findings can tell us about the future of the media sales industry.

In short, you’ll find that while obstacles are ever-present and, in many cases, more difficult than ever, media sales managers and salespeople alike seem to be up to the challenge.

In this episode, we’re continuing our exploration of the recently published Media Sales Report by looking at what sellers and managers say about their company’s marketing strategy.

Here to help Matt investigate why so many are dissatisfied with their organization’s current marketing plan is Dani Buckley, VP/General Manager at LeadG2.

Dani, as always, offers some amazing points to think about, like:

• Why, when sellers aren’t happy with their company’s marketing efforts, often its a lack of sales and marketing alignment that is really the issue at hand.
  
  
• How conducting a content audit is imperative when considering a sales enablement overhaul.
  
  
• And, finally, how if media companies don’t have a website that’s both educational and easy to navigate, many prospects will simply find their solutions elsewhere.

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy.

Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?”

Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

Beth provides such valuable insights like:

• How, contrary to popular belief, it’s not poor performers but average performers that weigh an organization down.
  
  
• Why managers can’t nurture their superstar talents by “coaching from the locker room.”
  
  
• And, finally, how if a seller has unrealized talent, the right mix of training and feedback can help transform them into a genuine superstar.

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

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