The Center for Sales Strategy Blog
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Covers topics important for B2B sales organizations under the categories of Talent, Sales, Sales Management, Inbound Marketing, and Digital Sales. The Center for Sales Strategy helps business-to-business sales organizations attract, retain and develop the highest performing salespeople and sales managers.
The Center for Sales Strategy Blog
2d ago
The 5th Annual Media Sales Report asked salespeople where their jobs are getting easier and where they are harder. 31% of salespeople responded that renewing clients is more challenging than ever before.
It's indeed crucial to recognize the evolving dynamics of client renewals in today's market landscape. With the increasing options available to clients, retaining them has become more challenging and important than ever before.
Here are some effective retention strategies that can be implemented throughout the sales process ..read more
The Center for Sales Strategy Blog
6d ago
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 ..read more
The Center for Sales Strategy Blog
1w ago
We can all agree that finding top talent is a daunting task.
It's essential for organizations to adopt innovative recruitment strategies to attract candidates. Leaders who create a recruitment strategy and think beyond the traditional approaches have been able to attract more top performers and build stronger talent banks ..read more
The Center for Sales Strategy Blog
1w ago
The cultivation of open communication and a robust feedback culture is pivotal for sustained growth and success. Like many tactics for organizational growth, it sounds simple, but it is not always easy.
Let’s explore some actionable strategies aimed at empowering managers to actively seek and embrace feedback within their teams ..read more
The Center for Sales Strategy Blog
2w ago
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 impera ..read more
The Center for Sales Strategy Blog
2w ago
The book "Leaders Eat Last" by Simon Sinek offers profound insights into what it truly means to be a great leader. It challenges traditional notions of hierarchy, rank, and privilege and instead emphasizes the importance of building trust, safety, and purpose within a team.
Here are seven key lessons from the book ..read more
The Center for Sales Strategy Blog
2w ago
Do you know where 80% of your revenue comes from?
Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make. Leaders who have a strong Account List Management system should prioritize the following:
Retention of current customers
Growth of current customers
Development of new customers ..read more
The Center for Sales Strategy Blog
2w ago
The word “superstar” has a wide range of meanings for all of us. It might bring to mind a famous athlete or celebrity or someone we consider at the top of their game and well-known for their track record of success.
But if there is one common thing every organization needs for success, it’s to have at least one sales superstar on their team. These are the sales stars who not only meet targets but also exceed them. Their clients love working with them, and they retain and grow their clients year after year, all while finding new prospects and closing new business ..read more
The Center for Sales Strategy Blog
2w ago
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 n ..read more
The Center for Sales Strategy Blog
3w ago
Imagine for a moment that you are the sales leader for a national media company. Picture your sales team and imagine the following scenario….
Your team is made up of 100 percent sales superstars who knock it out of the park and raise the bar day after day, week after week, month after month. Their potential for success is unlimited.
If that scenario sounds like a dream to you instead of a reality, you are in the majority.
Our just-released fifth annual Media Sales Report found that 76% of sales managers don’t consider most of their teams to be superstars ..read more