Why is it Getting Harder to Convert Prospects? with Trey Morris

Improving Sales Performance

Improving Sales Performance

34:07

In this insightful episode of The Innovators & Investors Podcast, host Kristian Marquez sits down with Jay Crone, Managing Director and Venture Capitalist at Deloitte Ventures, to explore the firm’s strategic approach to corporate venture capital. Jay shares Deloitte Ventures’ investment thesis, focusing on supporting innovative Canadian startups at Series A and B stages across key sectors like cybersecurity, climate tech, fintech, future of work, health tech, and AI. Listeners will gain an inside look at how Deloitte leverages its vast network of 1,500 partners and 15,000 employees to source deals and add value beyond capital by helping startups navigate Deloitte’s complex ecosystem and access enterprise clients. Jay also discusses his diverse career journey—from government and investment banking to entrepreneurship and corporate VC—and how those experiences shape his investment philosophy. The episode delves into Deloitte’s due diligence process, the importance of founder relationships, and the firm’s strategic role as a co-investor. Jay highlights emerging trends, particularly the promise of vertical AI tailored to industry-specific needs, and shares his bullish outlook on fintech innovations like stablecoins and cross-border payments. He offers candid advice for entrepreneurs on risk-taking and aligning business vision with funding goals. This episode is a must-listen for founders, investors, and anyone interested in the evolving landscape of corporate venture capital and innovation in Canada. Learn more about Jay's work at https://www.deloitte.com/ca/en/services/program/ventures.html Connect with Jay on LinkedIn at https://www.linkedin.com/in/jaycrone/ Think you'd be a great guest on the show? Apply at https://finstratmgmt.com/innovators-investors-podcast/ Want to learn more about Kristian Marquez's work? Check out his website at https://finstratmgmt.com…

about a year ago 26:15

MP3•Episode home

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 Report

Trey Morris

Matt Sunshine

The Center for Sales Strategy

Chapters

1. Why is it Getting Harder to Convert Prospects? with Trey Morris (00:00:00)

2. Sales Conversion and Client Renewal Challenges (00:00:15)

3. Effective Communication and Persistence in Sales (00:13:15)

4. Unpacking and Sharing Sales Wisdom (00:24:50)

48 episodes

#Business #Matt Sunshine

Why is it Getting Harder to Convert Prospects? with Trey Morris

Improving Sales Performance

published about a year ago

MP3•Episode home

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 Report

Trey Morris

Matt Sunshine

The Center for Sales Strategy

Chapters

1. Why is it Getting Harder to Convert Prospects? with Trey Morris (00:00:00)

2. Sales Conversion and Client Renewal Challenges (00:00:15)

3. Effective Communication and Persistence in Sales (00:13:15)

4. Unpacking and Sharing Sales Wisdom (00:24:50)

48 episodes

#Business #Matt Sunshine

All episodes

Improving Sales Performance

1
Smart Hiring, Smarter Sales: Unlocking Natural Talent in Your Recruitment with Trey Morris 24:39

1 day ago24:39

24:39

In this episode, we’re diving into how identifying and leveraging innate talent (rather than just experience) can help leaders build stronger, higher-performing sales teams. And helping Matt unpack it all is Trey Morris, VP/Senior Consultant/Director of Training Innovation at The Center for Sales Strategy. Trey’s article in the 2025 Talent Magazine explores how smart hiring decisions can transform team performance, and, here, he brings those insights to life with practical strategies and real-world examples. Trey shares so many eye-opening tips, like: Why hiring for raw potential often yields better results than hiring for polish or experience alone How to spot innate talent during the interview process using tools like structured assessments And, finally, why, every time you interact with anyone, you should ask yourself: “Is this someone that I could I add to my Talent Bank?” LINKS: 2025 Talent Magazine Trey Morris Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Quick Take: A Day in the Life of a Salesperson - Before & After AI 6:30

22 weeks ago6:30

6:30

In this Quick Take episode, we’re taking a few minutes to think about the day in the life of a salesperson before and after having AI tools at our fingertips. By the end of this short episode, you’ll have a solid bird’s-eye-view of how significantly AI has altered the daily routines and approaches of salespeople, making their strategies more efficient and effective. LINKS: Matt Sunshine Sales Accelerator AI Practice Coach AI The Center for Sales Strategy…

Improving Sales Performance

1
Closed vs. Open AI: Understanding the Difference for Sales Teams with Stephanie Downs 19:43

23 weeks ago19:43

19:43

In this episode, we’re discussing the key differences between “closed” and “open” AI tools. We’ll also break down how Sales Accelerator AI, CSS’ own closed AI system, is designed to address the unique challenges salespeople regularly face. And helping Matt explore it all is Stephanie Downs, SVP/Senior Consultant at The Center for Sales Strategy. Stephanie offers so many awesome things to think about, like: How closed AI tools can offer more tailored responses by working solely from the information that you teach it How, when open AI tools don’t know an answer, they often produce “hallucinations,” filling in the gaps with inaccurate information And, finally, why sellers who are leery about embracing these tools need to understand that AI is not the future, it's the present LINKS: Stephanie Downs Sales Accelerator AI Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
The AI Task Force: Making AI Work for Your Organization with Brent Tripp 23:22

24 weeks ago23:22

23:22

In this episode, we’re discussing the benefits of having an AI Task Force at your company and how such a brain trust can be an invaluable resource to ensure that your organization stays ahead of the curve. Joining Matt to explore it all is Brent Tripp, Digital Marketing Coordinator & Podcast Producer here at CSS. Brent offers some solid points to think about, like: Why it’s essential for everyone at your organization to have a firm grasp on how AI tools function and what they can help you accomplish. How having an AI Task Force at your company can help you make decisions and provide recommendations as new tech innovations become available And, finally, why if you or your organization is reluctant to embrace AI tools, you just might be missing out on an opportunity to compete with larger teams. LINKS: Brent Tripp Matt Sunshine Sales Accelerator AI The Center for Sales Strategy…

Improving Sales Performance

1
Building Smarter CRMs with Maryanne McWhirter & Emily Hartzell 28:04

25 weeks ago28:04

28:04

In this episode, we’re taking a look at how AI is supercharging CRMs and, specifically, exploring how HubSpot is transforming the way businesses manage customer relationships, sales processes, and marketing campaigns. Helping me break it all down are Maryanne McWhirter and Emily Hartzell, both VP/Senior Directors at LeadG2. Maryanne and Emily offer so many awesome points to think about, like: How HubSpot is NOT just a CRM, but a robust marketing tool that allows you to see every step that a customer has taken in their buying journey How HubSpot’s AI uses CRM data to craft tailored messages for personalized sales pitches And, finally, why if you’re not automating repeatable processes in your CRM, you’re falling behind LINKS: Maryanne McWhirter Emily Hartzell LeadG2 Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
The Future of Sales Coaching with Varun Puri & Ajay Jain 23:58

26 weeks ago23:58

23:58

Previously this season, we explored how AI is transforming the world of sales coaching. Today, in this episode, we’re diving a bit deeper into that topic by chatting with two incredible guests from the AI coaching platform, Yoodli. Varun Puri, Co-Founder of Yoodli, and Ajay Jain, Head of Training and Enablement at Yoodli are here to break down exactly how their platform is revolutionizing the way sales professionals refine their communication skills. Both bring such great points to the table, like: How AI coaching can be a really great “batting cage” for sellers Why AI tools like Yoodli are making the idea of practice fun versus it feeling like homework And, finally, how AI can take someone from a zero to an 8, but to get from an 8 to a 10? You need a human in the loop. LINKS: Varun Puri Ajay Jain Yoodli Matt Sunshine Practice Coach AI The Center for Sales Strategy…

Improving Sales Performance

1
Quick Take: The AI Advantage in Sales Coaching 11:27

27 weeks ago11:27

11:27

In this Quick Take episode, we’re exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions, like CSS' Practice Coach AI, are setting a new standard for skill development. On the other side of this brief episode, you’ll see how AI sales coaching truly can elevate the game of your sellers. Practice Coach AI Video Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Quick Take: How to Keep Your Sales Team Happy & Productive 8:35

47 weeks ago8:35

8:35

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 Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Focusing on Sales Activities that Drive Performance with Jeff Clewett & Emily Estey 26:17

48 weeks ago26:17

26:17

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 Clewett Emily Estey Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Quick Take: How to Track Revenue Performance 6:33

49 weeks ago6:33

6:33

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 Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
The Power of Aligning Sales & Marketing with Andrew Sims and Trey Morris 32:50

50 weeks ago32:50

32:50

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 alignment How marketing should help prepare your sales team for battle Why all great companies have a singular mission from which all marketing, branding and content can be drawn from. LINKS: Andrew Sims SentriLock Trey Morris Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Quick Take: 10 Ways to Fill Your Sales Pipeline 6:47

51 weeks ago6:47

6:47

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…

Improving Sales Performance

1
Quick Take: The Future of Media Sales 9:13

1 year ago9:13

9:13

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 Report Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Media Sales Professionals Want More Effective Marketing Strategies with Dani Buckley 20:41

1 year ago20:41

20:41

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 Report Dani Buckley Matt Sunshine LeadG2 The Center for Sales Strategy…

Improving Sales Performance

1
Why Are Media Sales Managers Lacking Superstars? with Beth Sunshine 28:53

1 year ago28:53

28:53

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 Sunshine Matt Sunshine Up Your Culture The Center for Sales Strategy…

Improving Sales Performance

1
Why is it Getting Harder to Convert Prospects? with Trey Morris 26:15

1 year ago26:15

26:15

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 Report Trey Morris Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Why Are Organizational Goals Becoming Harder to Achieve? with Stephanie Downs 21:11

1 year ago21:11

21:11

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 solution Links: The 5th Annual Media Sales Report Stephanie Downs Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Quick Take: Highlights from The 5th Annual Media Sales Report 12:02

1 year ago12:02

12:02

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 Report Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
#WomenInSales Month 2023 with Stephanie Slagle 32:52

2 years ago32:52

32:52

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 forward LINKS: Stephanie Slagle Stephanie Downs Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
#WomenInSales Month 2023 with Laura Coristine 24:19

2 years ago24:19

24:19

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 Coristine Stephanie Downs Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
#WomenInSales Month 2023 with Giovanna Savorgnan 22:29

2 years ago22:29

22:29

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 Savorgnan Stephanie Downs Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
#WomenInSales Month 2023 with Lauren Cooley 25:41

2 years ago25:41

25:41

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 Cooley Stephanie Downs Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Focused on Talent: 360 Executive Strength Coaching with Beth Sunshine 21:40

2 years ago21:40

21:40

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 Magazine 360 Executive Strength Coaching Beth Sunshine Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Focused on Talent: Engagement with Kate Rehling and Deborah Fulghum 29:24

2 years ago29:24

29:24

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 Magazine ENGAGE 2023: The Company Culture Report Kate Rehling Deborah Fulghum Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Focused on Talent: Development with Stephanie Downs and Kelly George 24:17

2 years ago24:17

24:17

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 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 Magazine Stephanie Downs Kelly George Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Focused on Talent: Selection with Emily Estey and Tirzah Thornburg 26:03

2 years ago26:03

26:03

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 Magazine Emily Estey Tirzah Thornburg Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
Focused on Talent: Recruitment with Trey Morris and Mindy Murphy 26:32

2 years ago26:32

26:32

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 Magazine Trey Morris Mindy Murphy Matt Sunshine The Center for Sales Strategy…

Improving Sales Performance

1
#MediaSalesReport - Industry Outlook and Culture 25:01

2 years ago25:01

25:01

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 Industry Outlook and Culture Section of the Media Sales Report with SVP/Partner at Up Your Culture by The Center for Sales Strategy, Beth Sunshine. Together, Matt and Beth give their take on some top questions that arise from the report, like: How can sales managers better communicate and express their optimistic industry outlook to engage and inspire their teams? What can sales managers do to turn a less than ideal company culture into one that their salespeople would evangelize about? What is causing such different perceptions of what the ideal hybrid model should be? The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ Up Your Culture: uyc.thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Beth Sunshine: LinkedIn: linkedin.com/in/bethsunshine/ TIMESTAMPS: ( 02:24 ) Any statistics or data that really just jumped out of the media sales report? ( 05:30 ) Is there anything specific that sales managers, um, could do to communicate and express their optimistic outlook? ( 10:52 ) Nail down your company's reason for being, your optimistic vision for the future, your core values, and then talk about those things all the time ( 14:35 ) Learn what is important to each individual on your team ( 16:26 ) The discrepancy between how sales managers and salespeople view the hybrid work environment ( 18:41 ) Managers have really been steeped their whole careers in the belief that if they can't see the work getting done, it may not be happening ( 20:42 ) It is a candidate's market, which means job candidates are in the driver's seat…

Improving Sales Performance

1
#MediaSalesReport - Sales Enablement 31:01

2 years ago31:01

31:01

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 Enablement Section of the Media Sales Report with VP/GM at LeadG2 by The Center for Sale Strategy, Dani Buckley and Senior Consultant at LeadG2 by The Center for Sales Strategy, Emily Hartzell. Together, Dani and Emily give their take on some top questions that arise from the report, like: What would you tell those sellers and sales managers who feel as though their sales collateral pieces are lacking? What are the first features of a website that you look for in order to most easily communicate who your company is and what problems you solve? How would you suggest building a better bridge of communication between marketing and sales? The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ LeadG2: leadg2.thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Dani Buckley: LinkedIn: linkedin.com/in/daniobuckley/ Emily Hartzell: LinkedIn: linkedin.com/in/emily-hartzell/ TIMESTAMPS: ( 02:50 ) Were there any stats or were there any data that jumped out or surprised you? ( 06:23 ) Often, sellers have a hard time finding, locating, and actually using the resources they already have ( 08:32 ) There's the stuff that marketing or leadership created, and then there's the stuff that sellers actually need every day ( 09:41 ) Sales Enablement explanation exercise ( 13:40 ) Features that every B2B website should have ( 20:50 ) Only 5% of salespeople believe that the marketing plan at their company rocks ( 26:14 ) There is a disconnect between what marketing is actually doing and what sales perceives that marketing is doing…

Improving Sales Performance

1
#MediaSalesReport - Sales Process 28:37

2 years ago28:37

28:37

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…

Improving Sales Performance

1
#MediaSalesReport - Learning & Development 20:40

2 years ago20:40

20:40

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 Learning & Development Section of the Media Sales Report with VP/Senior Consultant, Emily Estey Together, Matt and Emily take on some top questions that arise from the report, like: What advice would you give to sales managers leading salespeople who aren't receiving trainings frequently (on a weekly or monthly basis)? How can sales managers have meaningful conversations with their sellers on a consistent basis? What would you say to managers trying to engage and inspire team members that are underperforming in their eyes? The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Emily Estey: LinkedIn: linkedin.com/in/emily-estey-b325228/ TIMESTAMPS: ( 02:12 ) Are there any stats or is there any data that jumped out or were surprising? ( 06:18 ) If 85% of salespeople are saying they want training, then we better provide it ( 08:39 ) Get your people talking, have them talk about a success that they're having, or maybe a frustration ( 11:24 ) What would you say to managers trying to keep their superstars performing consistently at that level? ( 15:23 ) We're going to eat this elephant one bite at a time ( 18:43 ) As difficult as recruitment is these days, 85% of salespeople want to go to a place where learning and development is made available to them.…

Improving Sales Performance

1
#MediaSalesReport - Sales Department 31:23

3 years ago31:23

31:23

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 Department Section of the Media Sales Report with SVP/Senior Consultant, Stephanie Downs and Senior Consultant, Susan McCullin. Together, Stephanie and Susan give their take on some top questions that arise from the report, like: Why does recruitment continue to be one of the hardest parts of a sales manager's job? Why does the average size of sales teams seem to be shrinking? With recruitment being a perpetual sore spot, how should sales managers maximize the performance of their small staff while also trying to find and hire new talent? The Media Sales Report: thecenterforsalesstrategy.com/media-sales-report The Center for Sales Strategy: thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: linkedin.com/in/mattsunshine/ Stephanie Downs: LinkedIn: linkedin.com/in/stephaniewdowns/ Susan McCullin: LinkedIn: linkedin.com/in/susanmccullin/ TIMESTAMPS: ( 02:37 ) Any stats or data that immediately jump out or are surprising? ( 06:13 ) Theory on shrinking staff size ( 08:02 ) Recruitment is still really tough ( 10:50 ) How do you improve the difficulty of recruitment? ( 15:03 ) The number of small teams is increasing ( 20:54 ) 72% of sales managers believe that their sales staff should increase. ( 25:23 ) Final thoughts on the Sales Department Section of the Media Sales Report…

Improving Sales Performance

1
#WomenInSales Month 2022 with Katelin Tinley & Jaleigh Long 26:38

3 years ago26:38

26:38

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 it's done. Joining Matt for the entire month is Stephanie Downs, SVP & Senior Consultant at The Center for Sales Strategy. Today, our guests are Katelin Tinley, Vice President and General Manager at Cox Media Group New York City, and Jaleigh Long, Vice President and Market Manager at Cox Media Group Atlanta and Athens. Together, Katelin and Jaleigh share a ton of essential observations. Such as: The significance of having an open and transparent relationship with your team The power of going through the customer journey and knowing potential problems before the meeting And the importance of being seen as a resource, for your team and for your clients, to help guide them through disruption. ABOUT IMPROVING SALES PERFORMANCE: Improving Sales Performance is hosted by Matt Sunshine who speaks with guests that are thought leaders, experts, and industry gurus, to share their insight, tips, and knowledge on various topics that help companies improve sales performance. CONNECT: CSS: https://www.thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: www.linkedin.com/in/mattsunshine/ Stephanie Downs: LinkedIn: www.linkedin.com/in/stephaniewdowns/ Katelin Tinley: LinkedIn: www.linkedin.com/in/katelinzaretsky/ Jaleigh Long: LinkedIn: www.linkedin.com/in/jaleighlong/ TIMESTAMPS: 2:49 The importance of a good company culture 5:35 The power of having open and honest relationships with your team 7:41 Culture and Engagement have come up in every episode this season 9:45 Agility is key 11:03 Be that much more prepared for meetings in virtual spaces 12:30 Go through the customer journey before asking for a meeting 14:43 Recruitment is harder than ever before 17:42 Our greatest responsibility as leaders is to find the new leaders 19:17 Learn what drives your team, then drive them 21:57 Guiding colleagues and clients through disruption 22:44 The future is exciting 23:47 Wrap-up…

Improving Sales Performance

1
#WomenInSales Month with Stacey Kauffman 31:45

3 years ago31:45

31:45

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 it's done. Joining Matt for the entire month is Stephanie Downs, SVP & Senior Consultant at The Center for Sales Strategy. Today, our guest is Stacey Kauffman, Regional Vice President for San Francisco and Sacramento at Audacy. Stacy has so many amazing observations. Such as: Prioritizing your focus amidst the flurry of data that is constantly at our fingertips (Hint, hint: Don’t be chained to your desk) How Account Executives can no longer “wear all of the hats” like they used to And why you can’t “build a team of unicorns” ABOUT IMPROVING SALES PERFORMANCE: Improving Sales Performance is hosted by Matt Sunshine who speaks with guests that are thought leaders, experts, and industry gurus, to share their insight, tips, and knowledge on various topics that help companies improve sales performance. CONNECT: CSS: https://www.thecenterforsalesstrategy.com/ Matt Sunshine: LinkedIn: www.linkedin.com/in/mattsunshine/ Stephanie Downs: LinkedIn: www.linkedin.com/in/stephaniewdowns/ Stacey Kauffman: LinkedIn: www.linkedin.com/in/staceykauffman/ TIMESTAMPS: 3:37 What are the least amount of things that we can focus on that have the biggest amount of impact? 5:39 The biggest thing is recruiting, retaining, growing talent. 7:18 Data insights 8:07 Five years ago, the, the ideal Account Executive could wear all the hats 10:14 There's jobs that don't even exist yet. 12:40 We need leaders who can get the buy-in and and get the team motivated 16:25 Strong culture and engagement has been a running theme this season 17:46 You can't build a team of unicorns 19:09 Averaging two to three points per game can make all of the difference 23:30 The benefits of having an employee engagement team 26:30 There's that greater sense of desire for purpose and belonging 29:46 Wrap-up…

Improving Sales Performance

3 years ago17:56