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CSS Announces our Sales Force Structure Executive Summit
As we work with clients to develop the sales force structure of tomorrow, we started to think how valuable it would be to gather a group of executives who are either working on this same topic, or considering structural change.  [more]

CSS White Paper: Why You Might Not Make It
The media world is in the midst of a tectonic shift. The old currency—how much it costs to make a thousand impressions—is being replaced by a new currency—one that values what it costs to find a thousand qualified prospects or to sell a hundred widgets...  [more]


 

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.  [more]

Facilitator Certification Workshop
The CSS Facilitator Certification Workshop is designed to teach and then certify each participant on how to lead and facilitate both the Brainstorming for Hot Ideas and The Marketing Strategy Model sessions.  [more]

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.  [more]

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.  [more]
Traffic Jam on Elm Street
Mike Anderson on the addition of a third Web meeting
Step 3 of The 2009 Annual Success Planning Process
Alan Farr on Account-by-Account Projections
An Invitation to Elm Street Economics
Mike Anderson on details for next week’s Web meetings
More User-Friendly than Ever: New 3R Selling section on CSScenter.com
Alan Farr on the reorganization of 3R Selling materials at CSScenter.com
Elm Street Economics
Mike Anderson on the road to economic recovery
Watching for signs of optimism
Mike Anderson on predictable triggers of consumer confidence
Let’s Make Lemonade
Jim Hopes on the new Sales Edge supplement
Winners Invest
Jim Hopes on the best practices of enduring companies
Selling by phone (Part 2)
Lucy E. Rice on the importance of sincerity
Selling by phone has its hang-ups
Steve Marx on avoiding the telephone trap
Copyright 2005-2008 by The Center for Sales Strategy