Improving Sales Performance

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...

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 5t...

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 ...

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.<...

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 ...

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 calend...

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.

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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 ...

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 ove...

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, w...

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, o...

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 ...

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 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 may soon be helping leade...

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 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 Mindy Murphy are here to d...

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 Strategy. 

Today, Matt is b...