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The Center for Sales Strategy Blog

NOW AVAILABLE: The 2019 Media Sales Report

The State of Media Sales 2019

The Center for Sales Strategy conducted two online surveys during the second quarter of 2019 with sample groups representing sales managers and salespeople in the media industry. With the data from these surveys, our team researched, analyzed, and compiled The 2019 Media Sales Report to deliver key findings and insights from the surveys to help drive sales performance in the year ahead. This report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size, Training and Development, Number of Appointments and Sales Process, Sales Enablement, and Culture and Industry.

Read on to check out our key findings, and download the full report for more insight from these surveys!

Topics: research state of media sales media sales report

Sales Signals: Sometimes You Have to Take the Extra Step


Most times when you find yourself at a crosswalk, you simply stand in front of the "don't walk" signal, and the light will eventually say "walk." Sales can be a lot like that. You just show up often enough and someone eventually buys something.  

At important, busy intersections, corners where some extra caution is required, you can walk up to the crosswalk and watch the lights cycle through for the cars over and over, but you just keep getting "don't walk." After a while, you'll look behind you and see there's an extra step you need to take to get across: there's a button you need to push to get the "walk" signal you want. It's an easy thing to do, but if you don't notice it, you could stand there all day waiting.

Topics: Sales research