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

Improving Sales Performance

MP3•Pagina principale dell'episodio

30:21

Hitting plateaus is a common milestone in business, but there’s a difference between stability and a rut. In the last installment of this season, we’ll dive into the ways small business owners push beyond plateaus and find new ways to achieve revenue growth. Jannese and Austin wrap up their time in Nashville, Tennessee with a wonderful visit to N.B. Goods to speak with owner Camille Alston . Camille details the times where she hit a wall with profits, the strategies she implemented to increase revenue, what worked, what didn’t, and the important lessons she learned in the process. You won’t want to miss this informative final chapter! Learn more about how QuickBooks can help you grow your business: QuickBooks.com See omnystudio.com/listener for privacy information.…

circa un anno fa 26:15

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

Capitoli

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)

47 episodi

#Business #Matt Sunshine

Improving Sales Performance

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

Improving Sales Performance

published circa un anno fa

MP3•Pagina principale dell'episodio

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

Capitoli

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)

47 episodi

#Business #Matt Sunshine

Tutti gli episodi

Improving Sales Performance

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

10 weeks fa6:30

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

11 weeks fa19:43

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

12 weeks fa23:22

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

13 weeks fa28:04

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

14 weeks fa23:58

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

15 weeks fa11:27

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

34 weeks fa8:35

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

35 weeks fa26:17

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

36 weeks fa6:33

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

37 weeks fa32:50

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

38 weeks fa6:47

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 fa9:13

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 fa20:41

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 fa28:53

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 fa26:15