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The Center for Sales Strategy Blog

How to be Successful Your First Year as a Media Salesperson

How to be Successful Your First Year as a Media Salesperson

How can I be successful in media sales? 

How long will it take for me to make a lot of money?

How quickly can I expect to be promoted?

Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers. All smart things to think about!  

As a sales performance consulting company, we've helped hundreds of B2B sales organizations attract, retain, and develop the highest performing salespeople and sales managers. We've learned a thing a two about success! Here are our tips on how to be successful in your first year as a media salesperson. And, this advice is valid for all sales positions, not just media!

Topics: Sales salespeople

24 Time Management Hacks for Busy Sales Reps

time management hacks for sales reps

Salespeople seem to always have so much to do, yet never enough time to get it all finished. Recently I had the opportunity to meet one-on-one with about 30 different salespeople over the course of a 2-week period. During each of these meetings, the salespeople revealed that they could benefit from some priority management or time management lessons.

That got me thinking that this is something I bet many people could use. So I asked all of my colleagues at The Center for Sales Strategy and LeadG2 for their best time management tips. Here's what I gathered.

Topics: time management salespeople

10 Things the Best Salespeople NEVER Do: The Un-Checklist

salesperson-technology-451709-editedEDITOR’S NOTE: This post is by the late Steve Marx, and was written and published in 2015. To keep it current, we’ve updated the content to be relevant, but preserved the knowledge that Steve shared.

There are countless lists of what the most successful salespeople actually do. It’s time for a list of what they don’t do.

Let’s call it "The Un-Checklist"—the list you review when no one is looking over your shoulder (so you can be entirely honest), and where you hope that your honesty doesn’t force you to check off any of the items.

Get out your pen, ink, or virtual notes. I hope you won’t need to use them.

Topics: Sales salespeople

Better Business Acumen in Just a Few Minutes Per Day (VIDEO)

My Movie - Medium

We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers.

Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.

Topics: salespeople

Are You a Thought Leader? 6 Ways to Tell.

are you a thought leaderIn almost every industry, there are people or businesses we think of as being thought leaders. These people and organizations are the ones that you check on regularly with regard to innovation, market challenges, and new initiatives. The thought leadership position is certainly an advantageous position to have, as it can help with lead generation, sales, recruitment and retention, new business opportunities, and more.

Topics: content strategy thought leadership sales strategy inbound marketing salespeople

The Foundation of a Strong Campaign Recap

campaign recapCampaign recaps have become an expectation of doing business in the digital marketing era, but they often become a delivery report instead of reporting on the performance of a campaign. The goal of any recap should be to sell the results of that campaign in an effort to retain and grow the business. Over the years, I’ve seen some really good recaps, and I’ve seen some bad ones.

Topics: sales performance salespeople customer service

Increase Your Closing Ratio by Adding This to Your Proposal

increase closing ratio by adding this to your proposalMost proposals follow a pattern of reviewing a customer need or desired business result and then presenting the solution that will deliver the desired result. I agree with that approach, but you will increase your closing ratio if you add a section in between those two. That section? Measures of Success. 

Topics: Proposal salespeople sales process

Busting the New Business Myth

account list analyticsI get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business… and their managers are sick and tired of talking about it!

Facts Behind the Myth

The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers).

Not all customers are created equal. World-class sales organizations segment them like this:

Topics: key account growth sales strategy sales performance sales management salespeople account list analytics account list management

Write Prospecting Emails That Actually Get Replies

sales prospecting emailGOOD NEWS: 80% of professionals prefer to use email for business communication. 
BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.

So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response? 

Topics: email sales strategy sales performance salespeople sales process prospecting

Two Words You Need To Understand To Set More Appointments

set more appointments

 "My sellers do not go on enough sales calls."

- Every Sales Manager

I hear this all the time from sales managers. I also hear a similar version from sellers: 

“I could sell more if I had more quality appointments.”

 - Almost Every Seller

Imagine if every seller had one additional call per week, every week of the year. That’s roughly 50 additional appointments per year.

Topics: sales strategy sales performance Sales salespeople sales process sales leads prospecting