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Digital Sales Accelerator
This two-day workshop is designed to help media salespeople hear Digital opportunities during their CNAs and to propose smart integrated solutions to the advertisers they call on.  Each workshop participant will have a chance to earn the CSS Certified Digital Marketing Professional certificate—but only if (cha-ching!) they make a Digital sale within 90 days following the workshop to an advertiser that has not previously bought a Digital solution from your company.

 

CSS White Paper: Why You Might Not Make It
CEO Jim Hopes on the necessity of restructuring your sales department: “It’s been too easy in the past just to wait for the avail bell. It no longer rings often enough to keep us all in business—and that won’t change when this recession ends. The future of your company is riding on your ability to make the tough changes and adapt to the new realities.”

CSS White Paper: The End of the Old Media Contract
CSS Chairman Emeritus Steve Marx examines the old media contract, the new challenges faced by legacy media companies, and how legacy media can compete and win in the current advertising landscape.

The Truth About Closing
Salespeople often work themselves into a frenzy about The Close. The run-up to The Presentation involves revision after revision and rehearsal after rehearsal. The Day is preceded by sleepless nights and The Hour by sweaty palms. The bigger the price tag, the sweatier the palms and the more preemptive is the entire process of preparation.

Seconds Count
CSS has long advocated an Account List Management System which allows for more time and effort to be spent on Key and Target Accounts than on Secondary or Extra Accounts. The logic is simple: Resources should be focused where they stand to bring the greatest return, in terms of both revenue to you and results to the client.

It’s The Most Wonderful Time of the Year!
Jim Hopes on planning for January budgets
New Fuel for Selling to Automobile Dealers
Janie Worch on more re-designed FAT Charts at CSScenter.com
Automotive Challenges and Opportunities You Can Help With
Mike Anderson on a timely issue facing the category
Getting That First Appointment Sure is Tough
John Henley on a new workshop
How Sales Managers Can Breathe Life into Their Digital Sales!
John Henley on performing digital CPR
How the Home Furnishings Category is Changing
Janie Worch on more re-designed FAT Charts at CSScenter.com
Don’t Confuse Training with Classroom Education
Jim Hopes on getting into the field
FAT Charts: A new design you can take to the bank!
Janie Worch on the re-designed FAT Charts at CSScenter.com
Auto Dealers Cannot Sell to Everyone Who Wants to Buy
Mike Anderson on the importance of helping your clients understand Targeting
5 Things Managers Can Do to Transform an Annual Business Plan from Roadmap to GPS
Kurt Sima on staying on track
Copyright © 2012 The Center for Sales Strategy, Inc. All rights reserved.