In this episode of Improving Sales Performance, Matt Sunshine explores why most companies remain stuck in "AI experimentation mode" and what sales leaders can do to turn AI into a practical advantage.

Drawing on insights from LeadG2's Revenue Enablement in the AI Era report, he shares actionable strategies for embedding AI into everyday sales activities, increasing adoption, and building the foundation for long-term success.

You'll learn how to:

• Integrate AI into existing sales workflows instead of treating it as a separate initiative
• Train sales teams with practical, real-world use cases that drive adoption
• Strengthen CRM data, messaging, and playbooks so AI delivers better results
• Focus AI on the daily activities that improve rep productivity and sales performance
• Move beyond experimentation to create measurable, lasting business impact

If your organization has started using AI but hasn't seen the transformational results you expected, this episode will show you how to bridge the gap between trying AI and truly leveraging it.

Revenue Enablement in the AI Era

Matt Sunshine

The Center for Sales Strategy

In this episode of Improving Sales Performance, Matt Sunshine shares how top sales managers separate qualified deals from wishful thinking before inaccurate forecasts and stalled opportunities become costly surprises. Learn how to pressure test your pipeline, ask better coaching questions, and build forecasts based on evidence instead of optimism.

You'll learn how to:

• Confirm the prospect has a real business problem worth solving
• Verify you're connected to the people who can actually make a buying decision
• Recognize the signs of genuine buyer commitment versus one-sided momentum
• Identify concrete next steps that indicate a deal is truly moving forward
• Run risk-focused deal reviews that improve qualification and forecasting accuracy
• Build a culture where evidence, discipline, and objective coaching drive stronger pipeline decisions

If you want more accurate forecasts, higher-quality opportunities, and fewer end-of-quarter surprises, this episode offers practical strategies to help you determine whether a deal is truly real before it's too late.

Matt Sunshine

The Center for Sales Strategy

In this episode of Improving Sales Performance, Matt Sunshine explores the difference between accountability and pressure, and why the best sales managers know how to create one without the other. Instead of relying on urgency or micromanagement, top-performing leaders build accountability through clear expectations, consistent coaching, collaborative conversations, and meaningful support.

You'll learn how to:

• Set clear expectations that reduce uncertainty and build confidence
• Coach behaviors that drive results instead of focusing only on numbers
• Use language that encourages ownership rather than defensiveness
• Create consistent coaching rhythms that make feedback feel normal
• Balance high standards with the support your team needs to succeed
• Ask coaching questions that help salespeople solve problems for themselves

If you want to strengthen accountability while building trust, confidence, and long-term performance, this episode shares practical coaching strategies you can put to work right away.

Matt Sunshine

The Center for Sales Strategy

In this episode of Improving Sales Performance, Matt Sunshine explores why a consistent coaching cadence is one of the biggest differentiators between average and top-performing sales managers. Rather than coaching only when problems arise, high-performing leaders build regular coaching rhythms that develop their people, strengthen deal strategy, and improve performance over time.

You'll learn how consistent coaching can help you:

• Shift from reactive problem-solving to proactive development
• Turn deal reviews into strategic coaching conversations instead of pipeline inspections
• Create accountability without micromanaging your team
• Spot performance trends before they impact results
• Build a culture where coaching is expected, valued, and embraced

If you're looking to develop stronger salespeople, improve forecasting, and create more consistent team performance, this episode offers practical leadership habits you can start implementing today.

Matt Sunshine

The Center for Sales Strategy

In this episode, Matt Sunshine breaks down five simple questions that can transform one-on-ones into stronger coaching conversations.

You’ll learn how to:

• Reinforce what is already working
• Uncover where salespeople are getting stuck
• Encourage reps to take ownership of their next steps
• Make skill development more focused and measurable
• Identify the support each salesperson needs to succeed

The best one-on-ones do more than review performance. They create reflection, accountability, trust, and long-term growth.

Because when managers ask better questions, salespeople give better answers, and better answers lead to better performance.

Matt Sunshine

The Center for Sales Strategy

Matt breaks down how managers can develop new salespeople without creating dependence, including:

• Why micromanagement feels productive and why that feeling is exactly what makes it so dangerous to long-term performance
• The difference between what coaching sounds like and what micromanaging sounds like, and why that distinction changes everything
• How to use a guided reps model that gradually shifts from structure to independence as confidence and competence grow
• And, finally, why the manager's real job isn't to produce deals; it's to produce salespeople who can produce deals on their own

LINKS:

New Hire Fast Start

Matt Sunshine

The Center for Sales Strategy

Janelle Grove, VP Managing Director of the Growth Collective at The Center for Sales Strategy, takes the mic for this quick but powerful solo take.

Janelle breaks down three reasons high-performing leaders lose momentum, including:

• Why success itself creates isolation and how shrinking peer circles quietly slow execution
• Why decision fatigue at the senior level is often disguised as strategy (and how indecision drains momentum faster than a bad decision ever could)
• And, finally, why the fix isn't trying harder; it's changing the environment around decision-making entirely

LINKS:

The Growth Collective

Janelle Grove

The Center for Sales Strategy

Matt shares six ways to set clear expectations for new salespeople without overwhelming them, including:

• Why leaders should start with outcomes, not activities. Because when new hires understand what success looks like, the checklist finally makes sense
• How breaking the first 90 days into three distinct phases reduces anxiety and eliminates information overload
• And, finally, why specific standards always beat vague motivation

LINKS

New Hire Fast Start

Matt Sunshine

The Center for Sales Strategy

Joining Matt is Janelle Grove, VP/Managing Director of the Growth Collective at The Center for Sales Strategy.

Janelle shares powerful insights, including:

• Why execution problems are rarely a strategy problem (and what's actually getting in the way)
• How leadership isolation silently kills momentum, and why even high performers stall without a safe place to pressure test decisions
• Why consuming content, attending conferences, and reading all the right books still won't move the needle without accountability and peer challenge
• And, finally, why joining a peer group might just be the missing ingredient to breaking indecision and reigniting execution momentum

LINKS:

Janelle Grove

The Growth Collective

Matt Sunshine

The Center for Sales Strategy 

Joining Matt is Allison Delagrange, a 2X Talent Superhero and Senior Consultant at The Center for Sales Strategy. 

Allison shares incredible insights, including: 

• How to be a collaborative leader, not a condescending one (Hint, hint: Instead of criticizing weaknesses, empower through strengths) 
• How it pays to communicate with your existing team exactly WHY you are recruiting 
• And, finally, how recruiting raw talent means hiring for impact: both in what they’ll bring to the team AND how you’ll help them grow

LINKS:

2025 Talent Magazine

Allison Delagrange

Matt Sunshine

The Center for Sales Strategy

Matt is joined by Alina McComas, VP/Senior Consultant at The Center for Sales Strategy, who expands on the strategies she outlined in her article for the 2025 Talent Magazine. Alina shares what new hires really need to succeed and what leaders can do to support them from day one.

Alina offers practical, actionable advice, including: 

• How too many sales leaders think their job is done once they’ve hired a talented seller 
• Why you should make adjustments to your onboarding plan based on the individual’s innate talents 
• And, finally, why you should set clear expectations for what success looks like in their role on day one.

LINKS:

2025 Talent Magazine

Alina McComas

Matt Sunshine

The Center for Sales Strategy

And joining Matt is Donna Hall, SVP/General Manager at Robertson Lowstuter, whose piece in the 2025 Talent Magazine explores how executive coaching creates a ripple effect across teams and culture.

Whether you’re new to leadership or deep into your career, this conversation will help you rethink what great executive development looks like. 

Donna shares such rich insights, like: 

• How, if you want to be the best leader you can be, it takes the recognition that everyone has areas for growth 
• Why the cornerstone of great leadership begins with authenticity 
• And, finally, how Michael Jordan didn’t have a coach because he was weak. He had a coach because he was committed to staying at the top of his game 

LINKS:

2025 Talent Magazine

Donna Hall

Matt Sunshine

The Center for Sales Strategy

Stephanie Downs, SVP/Senior Consultant at The Center for Sales Strategy, joins Matt to help break it all down. She expands on key ideas from her article in the 2025 Talent Magazine, where she shares a framework for diagnosing underperformance and reigniting momentum through strength-based leadership. 

Stephanie delivers powerful takeaways, such as: 

• Why, too often, feedback from sales managers is too vague 
• How to distinguish between a skills gap and a motivation issue 
• And, finally, why you should focus on a rep’s strengths (even when results seem to be lagging)

LINKS:

2025 Talent Magazine

Stephanie Downs

Matt Sunshine

The Center for Sales Strategy

And joining Matt is Beth Sunshine, SVP/Talent Services at The Center for Sales Strategy. 

Her contribution to the 2025 Talent Magazine highlights the importance of being ready long before turnover happens. And, here, she shares actionable ways to build that readiness into your talent strategy. 

Beth brings so much wisdom to the table, including: 

• Why it’s essential to protect the relationships with your people who leave, because “boomerang” employees are all too common 
• How, when it comes to referrals, vague requests get vague results  
• And, finally, why the only thing more expensive than making the wrong hire, is waiting too long to make the right one 

LINKS:

2025 Talent Magazine

Beth Sunshine

Matt Sunshine

The Center for Sales Strategy

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

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

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

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

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

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

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

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

• 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

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

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

• 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

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

• 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

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

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

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

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

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

• 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

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

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

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

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

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

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

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

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

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. 

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

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

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

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 Kim Guthrie, Division President for iHeartMedia Florida.  

 Kim brings up so many valuable topics. Such as: 

• The power of forming developmental relationships with your clients 
• The importance of building trust with and being a sustaining resource for your team 
• And how it’s necessary to always be recruiting new talent 

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/

Kim Guthrie:
LinkedIn: www.linkedin.com/in/kim-guthrie-66071b31/

TIMESTAMPS:
2:19 What are three to  five things that you look at across the sales organization to really know if you're on track from an organizational standpoint?
4:46 Pipeline Management Vs. Pending Management
5:41 Transactional Business Vs. Developmental Business
8:55 Talent will always, always, always be the most important thing
10:40 Having the "hard conversation" is important
12:48 Sales leaders need an optimistic spirit
14:50 You can't teach those innate talents.
17:08 How has the role of a sales leader changed over the last three to five years?
18:32 The amazing opportunity of not being inventory constrained
23:19 The pro's and con's of having so many tools and resources (golf club analogy)
24:45 Wrap-up

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 Katie Reid, Senior Vice President & Market Manager for Bonneville Denver 

 Katie makes so many awesome points. Such as: 

• Avoiding surprises by keeping a watchful eye on your entire sales funnel 
• Maintaining and fostering organic growth, communication and coaching in a hybrid work environment 
• And the power in truly understanding the individuals who are reporting to you 

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/ 

Katie Reid:
LinkedIn: www.linkedin.com/in/katiereidbonneville/

TIMESTAMPS:
2:17 When you look at the overall sales organization or the sales department specifically, tell me a few things that you look at on a regular basis to know if you're on track or not.
4:03 Not being surprised is key
4:42 Category focus is the "secret sauce"
6:26 Thinking about sales leaders in general, what are really the biggest, the highest priority things, they should be paying attention to on a day in and day out basis?
6:52 Everything is more complicated
9:12 Do you find an onboarding new sellers today that it is harder to onboard them and it takes longer or not?
9:20 Mentoring in a hybrid environment
11:17 You have to be way more of a partner now
12:33 The pro's and con's of having so many resources these days
15:25 So thinking about that related to sales leaders, what do they have to be great at today?
15:31 They have to be strategic and in the trenches
17:02 So if you were giving advice to a new sales leader, say you're onboarding a new sales leader, you know, in Denver, what advice would you give them?
18:13 A sales leader's job is to remove obstacles
20:31 When you really look out three to five years, how do you think the sales departments are going to continue evolving?
22:31 Wrap-up

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. 

In this episode, Matt and Stephanie are joined by Jenn Scilabro, Senior Vice President Local Digital Sales at Nexstar Digital, and Traci Wilkinson, Senior Vice President/Regional Manager Broadcasting at Nexstar Media INC. 

Together, Traci and Jenn share so many amazing observations. Such as: 

• The vital importance of maintaining customer relationships 
• Why leading from inspiration will always beat leading from fear 
• And how to be the type of sales leader that your salespeople want to take out on calls 

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: https://www.linkedin.com/in/mattsunshine/ 

 
Stephanie Downs:  

https://www.linkedin.com/in/stephaniewdowns/ 

Jenn Scilabro: 

https://www.linkedin.com/in/jennscilabro/ 

 
Traci Wilkinson: 

https://www.linkedin.com/in/traciwilkinson/ 

 
TIMESTAMPS: 

2:24 From your point of view what are the things you look at in the sales dept that let you know that you are on track? In other words, what are the 3 to 5 Key Performance indicators you pay attention to? 

4:18 Retention vs. New Business Are we churning out salespeople?  

5:12 What should sales managers be focused on? Think of it in terms of big rocks or highest priorities that they should be focusing on? Revenue of course, but what else? 

5:28 Talent/growth and personal relationships. 

6:12 Recruitment has to be an on ongoing part of everyday duties 

6:26 How do we create the next generation of sellers? 

7:32 Nexstar has a lot of markets 

8:53 It’s crucial to understand the needs of the local markets 

10:54 How has the role of sales managers changed in the past 5 years? 

11:06 The complexity of our products 

11:50 What are the road blocks that we can take away? 

13:04 Describe a great sales leader 

13:17 Sales leaders who lead from fear vs. Those who lead from inspiration 

14:40 Think of your team like a baseball team 

15:30 Advice to a brand new sales leader 

15:43 Always be read to do exactly what you’re asking them to do 

16:30 Learn your audience 

17:50 Be the type of sales leader that your salespeople want to take out on calls.  

18:43 3-5 years ahead what do you anticipate changing in sales departments?  

19:06 We have to de-silo 

21:59 What’s not going to change 

22:52 Final thoughts 

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 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. 

Joining Matt for the entire month is Stephanie Downs, SVP & Senior Consultant at The Center for Sales Strategy. 

In this episode, Matt and Stephanie are joined by Nicki Harkrider-Probey, VP, Local Revenue Officer at TEGNA 

Nicki brings so many awesome points to the table. Such as:  

• The importance of fostering a culture of engagement amongst your sales teams 
• Having and maintaining your core purpose as a sales leader 
• And, the power of staying “resilient through the fatigue of change.” 

 
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: 

The Center for Sales Strategy
www.thecenterforsalesstrategy.com/ 

Matt Sunshine:
www.linkedin.com/in/mattsunshine/ 

Stephanie Downs:
www.linkedin.com/in/stephaniewdowns/ 

Nicki Harkrider-Probey:
www.linkedin.com/in/nicki-harkrider-probey-4650563b/ 

TIMESTAMPS:  

2:19 - From your point of view what are the things you look at in the sales dept that let you know that you are on track? In other words, what are the 3 to 5 Key Performance indicators you pay attention to? 

2:58 Sales Dashboards 

4:43 When you have a great culture and depth, that’s a great sales organization 

6:25 What should sales managers be focused on? Think of it in terms of big rocks or highest priorities that they should be focusing on? Revenue of course, but what else? 

6:55 Engagement 

7:35 You’ve got to be more engaged than ever 

9:15 How has sales management changed over the years? Compare what it was like to be a sales manager 5 years ago compared to what is expected now? 

9:38 Sales leaders have a lot on their shoulders 

10:41 Leaders have an important role amidst all this uncertainty 

11:16 Galvanize  

11:56 The future is optimistic 

12:24 Let's say you were speaking to a group of new sales managers, and you were asked to give them advice on what they should be doing or learning right now to ensure they would have success; what recommendations would you give them? 

12:48 Optimistic spirit and attitude are important 

13:20 If you can create an environment where people want to run through a wall for you, then you have high engagement 

14:32 Recap from Matt 

16:38 Part of acceptance is resilience 

17:42 Reacting in this environment is just not healthy 

21:11 We have to be more clear on setting expectations 

23:20 Final Thoughts: Look into the future 3 to 5 years and tell us what you think some of the changes will be in our sales departments. 

24:20 What better job could you be in than where you’re actually helping change people’s lives?