Talent Focused Management
No company will have outstanding people producing outstanding work in the absence of outstanding managers. In Talent Focused Management, we set the standard for outstanding managers and what they do every day to maximize productivity. TFM workshops are 3 days in length and run several time a year.

Executive Talent Focused Management
Designed specifically for general managers and corporate executives, this one and a half-day version of TFM focuses on the unique challenges and opportunities of managing sales organizations. It is offered on an as-needed basis and run on-site.

CSS Talent Plus Candidate Profiling System
Reduce the chance of making a bad hire by ordering a CSS Talent Plus®* Advertising Sales Profile on sales candidates you’re seriously considering… or a Talent Plus Profit Center Manager Profile on management candidates.

Management Sphere of Influence
The CSS Management Sphere of Influence is intended to define, graphically and memorably, those areas in which a strong manager has power and influence… and therefore, the areas in which a manager should focus their time and effort.

System Alignment
Great managers make sure all systems are pointing to the same strategy, so you don’t train on one thing, preach about another and pay bonuses on something completely different. CSS Consultants address sales force alignment on a regular basis.

Sales Skill Development

3R Selling
3R selling is both a way of doing business and a training program to introduce and “install” the thinking and practice processes. This is the baseline sales training component that provides the foundation for the rest of our selling system. Delivered online in a self-paced, graphical, and highly interactive course, including offline projects and actual account development work.

3R Selling Pro
Participants spend the entire workshop in the Case Study Simulation, in which salespeople take all the strategies, systems, and practices they learned in 3R Selling and apply them in a remarkably real-world simulation experience.

The Customer Orientation
New Account Managers spend their first few weeks learning all about who does business with you and why—as told by the customer, not the sales manager or another sales rep.

Springboard and Pro Coaching
Start your Account Managers off right by offering Springboard Coaching, one-on-one telephone coaching with a CSS Senior Coach. These sessions are designed to follow 3R Selling and will reinforce the basics of the 3R Selling approach. Help Talented veterans go to the next level with Pro Coaching.

The Marketing Mind
Sellers are introduced to the Marketing Mind Map. This map helps them apply Marketing Sensibility, Strategy & Sophistication... so their Clients get better Results, leading to Renewals and Referrals!

The Agency Pro
Advanced, highly experiential training for sales professionals who are expected to develop new business from advertisers represented by ad agencies. Emphasis in this two-day workshop is on tailoring the sales approach to the individual based on their job title, job focus, and job responsibilities.

Business Development Programs and Resources

Interactive/Online
CSS has worked with many clients to build customized workshops that help them more effectively sell their Interactive and Online assets.

Interactive Insight
CSS regularly provides an update on what is happening in the Online and Mobile space... to help managers and sellers keep up with the changing marketplace.

Market Visits
Visits are tailored to client needs. Advanced training topics available include Sponsorship Selling, Win-Win Negotiating, and Earning Manufacturer Dollars. Reinforcement training available includes Account Development Clinics and Marketing Strategy Development. CSS professional staff consults on sales and management challenges, monitors system implementation, meets one-on-one with salespeople, troubleshoots, and problem-solves.

Unlimited Telephone Consultation
Pick up the phone at any time. Speak to your assigned Consultant, a Senior Coach, our Research Director, or one of our Talent Analysts. The clock isn't running.

Focused Business Development Campaigns
3R Selling Performers Club turns sales training into orders closed! TargetDrive comes right after 3R Selling and focuses every salesperson on converting Target prospects into new Key accounts. Your CSS Consultant works to create custom business development campaigns tailored to local needs.

CSS FAT Charts and Client Spotlights
The CSS library of dossiers on hot topics! A resource available nowhere else, CSS FAT Charts are like a treasure map... who to approach, how to approach. Our Client Spotlights highlight how others have developed new business and bring all CSS resources together for you.

Cashing in on Consumer Trends
We come to your market and teach local advertisers how to use advertising to help cash in on current consumer trends. Your people come away with deep insight into specific client needs,Valid Business Reasons to follow up, and lots of ideas and possibilities.

Business Development Summits
Throughout the year, the CSS client family gathers to focus on specific Business Development opportunites.

Facilitator Certification Workshop
This workshop is designed for those who want to be experts at facilitating BrainStorming sessions and the Marketing Strategy Model.

Online Resource Center
CSScenter.com. For fast answers and refreshers, rapid downloads of forms and one-sheets, for workshop and conference dates, locations, etc.

The Sales Edge
The CSS newsletter (delivered via e-mail) reinforces the basics, keeps them top-of-mind, and applies them to an ever-changing advertising and marketing landscape.

CSS Sales Meeting Kits
Our interactive Sales Meeting Kits are timely and topical, take only 5 minutes prep time for the manager, and come with custom-produced handout materials

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