Improving Sales Performance

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. LINKS: The Center for Sales Strategy Matt Sunshine

Today, in this Quick Take episode, we’re wrapping up our coverage of The 5th Annual Media Sales Report by spending a few minutes to think about what this year’s findings can tell us about the future of 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 challe...

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, lik...

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 cultur...

In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy. And 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 pro...

In this episode, 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 so much more is Stephanie Downs, SVP/Senior Consultant here at CSS. Stephanie provides such valuable insights, like:  How a sales m...

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 sal...

We’re so proud to be celebrating Women in Sales Month once again.   For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Stephanie Slagle, Vice President & Chief Innovation Officer at Graham Media Group. Stephanie has so many amazing insights to offer, like:  Why customer results should always be your north sta...

We’re so proud to be celebrating Women in Sales Month once again.   For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Laura Coristine, General Sales Manager at Cox Media  Laura makes so many awesome points. Such as:  Why, instead of asking for feedback, you should ask for “feedforward”  How emotional intelligenc...

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. From offering advice for sales managers new and more experienced to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done....

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. From offering advice for sales managers new and more experienced to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how it's done....

In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine.   Today, we’re taking some time to discuss a group of people who too often get the short end of the “development stick.” That’s right, we’re talking about leaders. Joining Matt to uncover the ways in which leaders can most effectively tap into their innate strengths is Beth Sunshi...

In this episode, we’re once again consulting the latest Talent Magazine by The Center for Sales Strategy.   Today, we’re focusing on Engagement with Kate Rehling and Deborah Fulghum joining Matt to help break it all down. Kate and Deborah both provide super valuable insights, like:  How a company culture is like a garden. If you regularly tend to it, what you plant will flourish. If you don’t, wee...

In this episode, we’re taking a good look at the Development section of the latest Talent Magazine from The Center for Sales Strategy Here to help Matt determine the best ways to go about developing your people are Stephanie Downs and Kelly George.  Together, Stephanie and Kelly highlight some amazing points to think about, like:  Why employees want to be coached rather than managed  How AI tools...

In this episode, we’re continuing our season-long deep dive into the latest Talent Magazine from The Center for Sales Strategy.  And today, Emily Estey and Tirzah Thornburg are here to help break down the latest facts and trends when it comes to selection. Together, Emily and Tirzah bring so many great points to the table, such as:  Why it pays to do the stressing BEFORE the hire, not after  How t...

In this episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s latest Talent Magazine. In other words, we’ll be diving into exactly how you should go about recruiting, selecting, developing and engaging your people.   Each week, Matt will be joined by experts from here at The Center for Sales Strategy to help break it all down. In today’s episode, Trey Morris and...

This season, 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 S...

This season, 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 S...

This season, 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 S...

This season, 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 S...

This season, 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 S...

At Improving Sales Performance, we are proud to be celebrating Women in Sales Month once again.   For all of October, we have an amazing slate of women sales leaders who will be sharing their unique insights.   From offering advice for sales managers new and old to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how i...

At Improving Sales Performance, we are proud to be celebrating Women in Sales Month once again.    For all of October, we have an amazing slate of women sales leaders who will be sharing their unique insights.      From offering advice for sales managers new and old to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know h...

At Improving Sales Performance, we are proud to be celebrating Women in Sales Month once again.   For all of October, we have an amazing slate of women sales leaders who will be sharing their unique insights.   From offering advice for sales managers new and old to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how i...

At Improving Sales Performance, we are proud to be celebrating Women in Sales Month once again.   For all of October, we have an amazing slate of women sales leaders who will be sharing their unique insights.   From offering advice for sales managers new and old to surveying the anticipated landscape of sales in the years ahead, when it comes to Improving Sales Performance, these ladies know how i...