#MediaSalesReport - Sales Process

Improving Sales Performance

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 breaking down the Sales Process Section of the Media Sales Report with VP/Senior Consultant, Alina McComas and Senior Consultant, Michael Mayer.
Together, Alina and Michael give their take on some top questions that arise from the report, like:

• Why do you think appointments are becoming harder and harder to secure?
• Any advice for those struggling to close the sale more so now than in the past?
• What would you say to managers whose teams are having trouble adopting their CRM?

The Media Sales Report:
thecenterforsalesstrategy.com/media-sales-report
The Center for Sales Strategy:
thecenterforsalesstrategy.com/

Matt Sunshine:
LinkedIn: linkedin.com/in/mattsunshine/
Alina McComas:
LinkedIn: linkedin.com/in/alinamccomas/
Michael Mayer:
LinkedIn: linkedin.com/in/michael-mayer-15a9a914/
TIMESTAMMPS:
(03:07) Any stats or any data that jumped off the page for you?
(04:15) Only 1% of salespeople are consistently using personal video as they try to get at appointments
(07:01) There's more competition for people's time than there ever has been
(10:59) Starting with a valid business reason at the very beginning is the most important thing you can ever do
(14:32) 37% say that closing the sale is becoming more difficult
(17:53) The definition of qualified needs to be examined
(21:06) As a manager, you have to tell the salesperson what's in it for them when using a CRM. How does it help them make more money?
(25:30) You just need to say, listen, if you wanna work here, you're gonna choose to use the CRM