Improving Sales Performance

In this Quick Take episode, we’re breaking down how to keep your sales team happy and productive. You’ll not only learn why employee happiness and productivity go hand-in-hand, but also actionable ways to increase morale and sales numbers at the same time.LINKS:Matt SunshineThe Center for Sales Strategy

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance.And joining me 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.LINKS:Jeff ClewettEmily EsteyMatt SunshineThe Center for Sales Strategy

In this Quick Take episode, we're tackling how to track revenue performance for maximum results. From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business.LINKS:Matt SunshineThe Center for Sales Strategy

In this episode, we're exploring how a company successfully aligned their sales and marketing teams to maximize their efforts of their sellers.The great Andrew Sims, CRO at SentriLock, and Trey Morris, VP/Senior Consultant here at CSS, are joining me to break 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 alignmentHow marketing should help prepare your sales team for battleWhy all great companies have a singular mission from which all marketing, branding and content can be drawn from.LINKS:Andrew SimsSentriLockTrey MorrisMatt SunshineThe Center for Sales Strategy

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 StrategyMatt 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 challenge.Links:The 5th Annual Media Sales ReportMatt SunshineThe Center for Sales Strategy

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. Links:The 5th Annual Media Sales ReportDani BuckleyMatt SunshineLeadG2The Center for Sales Strategy

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.Of course, 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 Links:The 5th Annual Media Sales Report Beth SunshineMatt SunshineUp Your CultureThe Center for Sales Strategy

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 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 Links:The 5th Annual Media Sales ReportTrey MorrisMatt SunshineThe Center for Sales Strategy

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 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 solutionLinks:The 5th Annual Media Sales ReportStephanie DownsMatt SunshineThe Center for Sales Strategy

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 sales industry. Links:The 5th Annual Media Sales ReportMatt SunshineThe Center for Sales Strategy

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 star How even the Michael Jordan’s (or Lebron’s) on your team crave coaching And, finally, why the mark of a great sales leader lies in the ability to articulate the path forwardLINKS:Stephanie SlagleStephanie DownsMatt SunshineThe Center for Sales Strategy

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 intelligence really can boost the overall morale of your sales teams And, finally, why, if you’ve got a happy, engaged team of people, success is only a matter of time. LINKS:Laura CoristineStephanie DownsMatt SunshineThe Center for Sales Strategy

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.Today, we are joined by Giovanna Savorgnan, Director of Sales at WFAA. Gio shares so many amazing observations, such as: Why it’s important for everyone, from the top down, to fully believe in the mission of the organization.How the best managers are as good at coaching as they are teaching. And, lastly, why really great sales leaders have to lean into the unknown. LINKS:Giovanna SavorgnanStephanie DownsMatt SunshineThe Center for Sales Strategy

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.Today, our guest is Lauren Cooley, Chief Revenue Officer at ExpertVoice.Lauren brings so many awesome points to the table. Such as: How the pandemic challenged us and changed us for the better. Why you shouldn’t want a team of “you,” but, instead, a team of people who are authentically themselves.  And, finally, how, even with the rate at which the world is changing, there’s still no substitute for spending time with your people.LINKS:Lauren CooleyStephanie DownsMatt SunshineThe Center for Sales Strategy

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 Sunshine.Beth makes so many awesome points, like: How 360 Executive Strength Coaching gives leader the opportunity to see both where they are using their strengths as well as areas where they could stand to develop their strengths even more Why, even if you have raw talent, you still need to focus in developing it into an actual skill And, finally, why leaders who aren’t intentionally focusing on their strengths are missing out on opportunities to not only develop themselves but the teams they manage as well.  LINKS:The 2023 Talent Magazine360 Executive Strength CoachingBeth SunshineMatt SunshineThe Center for Sales Strategy

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, weeds will start sprouting in no time. Why the success of you organization doesn’t depend on WHERE you work but HOW your work And, finally, why engagement and satisfaction are in no way the same thing LINKS:The 2023 Talent MagazineENGAGE 2023: The Company Culture ReportKate RehlingDeborah FulghumMatt SunshineThe Center for Sales Strategy

In this episode, we’re taking a good look at the Development section of the latest Talent Magazine from The Center for Sales StrategyHere 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 may soon be helping leaders build personalized learning paths through the identification of employee skill gaps  And, finally, why you should never assume that development is solely for new hires alone LINKS:The 2023 Talent MagazineStephanie DownsKelly GeorgeMatt SunshineThe Center for Sales Strategy

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 talent banks are a great tool for hiring both internally AND externally And, finally, why holding out for talent, even when the candidate pool is tight, is always the right decision LINKS:The 2023 Talent MagazineEmily EsteyTirzah ThornburgMatt SunshineThe Center for Sales Strategy

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 Mindy Murphy are here to discuss the latest facts and trends relating to Recruitment, and they both share a ton of awesome insights, like: How the leaders who have the most success in recruiting almost always use multiple recruitment methods Why you won’t find as many Millennial and Gen Z job seekers on LinkedIn or Indeed anymore And how making recruitment part of your weekly routine is one of the best ways to avoid the dreaded “desperation hire.” Links:The 2023 Talent MagazineTrey MorrisMindy MurphyMatt SunshineThe Center for Sales Strategy