Shows
Improving Sales PerformanceFast-Tracking Sales Success: What New Hires Need in Their First 90 Days with Alina McComasIn this episode, we’re uncovering what high-performing sales organizations do in the first 90 days to turn new hires into confident, capable contributors. 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...
2025-08-2122 minImproving Sales PerformanceLeveling Up Leadership: The Role of Executive Coaching in Sales Performance with Donna HallIn this episode, we’re taking a closer look at how executive coaching helps leaders evolve so their teams can truly thrive. 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...
2025-08-1420 minImproving Sales PerformanceWhen Performance Slips: What Smart Leaders Do Next with Stephanie DownsIn this episode, we’re talking about what really causes sales performance to decline and what leaders can do to help their reps bounce back with clarity and confidence. 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 skil...
2025-08-0818 minImproving Sales PerformanceWhen Top Talent Walks: How to Prepare Today for Tomorrow's Turnover with Beth SunshineIn this episode, we’re exploring what smart sales leaders do before their top performers resign. 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 r...
2025-07-3125 minImproving Sales PerformanceSmart Hiring, Smarter Sales: Unlocking Natural Talent in Your Recruitment with Trey MorrisIn this episode, we’re diving into how identifying and leveraging innate talent (rather than just experience) can help leaders build stronger, higher-performing sales teams. 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...
2025-07-2424 min
Culture Over CoffeeManagers Are Stuck: The Missing Middle of Engagement with Matt SunshineMiddle managers are the critical link between leadership and employees...but many of them feel disengaged, unsupported, and overwhelmed.
In this episode, Matt Sunshine, CEO of The Center for Sales Strategy, is joining Beth to discuss why managers are struggling to stay engaged and how that impacts the teams they lead.
Matt has some amazing takeaways, like:
- Why the way in which companies “shift the goal posts” in how they measure success makes middle managers feel as though they can never win.
- How when middle managers are disengaged, it spreads like wildfire, transforming employees who were previously “all in” in...
2025-07-0336 minImproving Sales PerformanceQuick Take: A Day in the Life of a Salesperson - Before & After AIIn 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 SunshineSales Accelerator AIPractice Coach AIThe Center for Sales Strategy
2025-02-2006 minImproving Sales PerformanceClosed vs. Open AI: Understanding the Difference for Sales Teams with Stephanie DownsIn 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 ofte...
2025-02-1319 minImproving Sales PerformanceThe AI Task Force: Making AI Work for Your Organization with Brent TrippIn 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 For...
2025-02-0623 minImproving Sales PerformanceBuilding Smarter CRMs with Maryanne McWhirter & Emily HartzellIn 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...
2025-01-3028 minImproving Sales PerformanceThe Future of Sales Coaching with Varun Puri & Ajay JainPreviously 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 too...
2025-01-2323 minImproving Sales PerformanceQuick Take: The AI Advantage in Sales CoachingIn 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 VideoMatt SunshineThe Center for Sales Strategy
2025-01-1611 minCulture Over CoffeeWhy Are So Many Managers Lacking Follow-Through? With Matt SunshineIn this episode, we’re consulting ENGAGE 2024: The Company Culture Report once again as we ponder the question: “Why are so many managers lacking follow-through?”
It’s here that we’ll cover how managers and company leaders can do a better job, every day, of living up to their word.
And joining Beth to provide some great thoughts on this issue is Matt Sunshine, CEO at The Center for Sales Strategy.
Matt provides some truly great points to consider, like:
- How it’s only a matter of time before people consider opportunities elsewhere if they can’t truly count on their leade...
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Culture Over CoffeeThe Transformative Power of Open Leadership with Matt SunshineIn this episode, we're breaking down why transparency and authenticity are two qualities all leaders should actively demonstrate in their day-to-day duties.
And joining Beth to help explore the many facets of being a transparent leader is my favorite business leader, Matt Sunshine, CEO of the Center for Sales Strategy.
Matt offers a lot of food for thought about:
- How transparency not only fosters trust within an organization, but also allows everyone to feel that much more comfortable sharing their ideas.
- Why, if you're only sharing the good news, that's not transparency, that's just PR.
- And, finally...
2024-10-2527 minCulture Over CoffeeThe State of Company Culture and ENGAGE 2022: The Company Culture Report with Matt Sunshine & Deborah FulghumFor our first episode, not only do we highlight the various reasons why company culture and employee engagement should be top of mind for every organization, but we also consult the results from our own ENGAGE 2022: The Company Culture Report to get a feel for the current culture climate as we head into the new year.
Joining Beth are Matt Sunshine, Managing Partner at The Center for Sales Strategy, and Deborah Fulghum, Employee Engagement Specialist and Culture Coach here at Up Your Culture.
Together, they bring so many awesome insights to the table. Such as:
How improving your company culture...
2024-10-2529 minImproving Sales PerformanceQuick Take: How to Keep Your Sales Team Happy & ProductiveIn 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 SunshineThe Center for Sales Strategy
2024-09-0208 minImproving Sales PerformanceFocusing on Sales Activities that Drive Performance with Jeff Clewett & Emily EsteyIn 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 actu...
2024-08-2626 minImproving Sales PerformanceQuick Take: How to Track Revenue PerformanceIn 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 SunshineThe Center for Sales Strategy
2024-08-1906 minImproving Sales PerformanceThe Power of Aligning Sales & Marketing with Andrew Sims and Trey MorrisIn 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 alignmentHow marketing should help prepare your sales team for battleWhy all great companies have a singular mission from which all marketing, branding and c...
2024-08-1232 minImproving Sales PerformanceQuick Take: 10 Ways to Fill Your Sales PipelineIn 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 StrategyMatt Sunshine
2024-08-0506 min
Unhealthy DiscourseEpisode 3: Sunshine vs. Pocket Full of SunshineIn episode 3, Matt and Aarin subltely debate the validity of sunshine vs. the song "Pocket Full of Sunshine". A shocking twist reveals a surprise winner!!
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2024-07-0839 minImproving Sales PerformanceQuick Take: The Future of Media SalesToday, 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 ReportMatt SunshineThe Center for Sales Strategy
2024-03-2109 minImproving Sales PerformanceMedia Sales Professionals Want More Effective Marketing Strategies with Dani BuckleyIn 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...
2024-03-1420 minImproving Sales PerformanceWhy Are Media Sales Managers Lacking Superstars? with Beth SunshineIn 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...
2024-03-0728 minImproving Sales PerformanceWhy is it Getting Harder to Convert Prospects? with Trey MorrisIn this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy.And today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?”Trey brings so many great points to the table, such as: 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...
2024-02-2926 minImproving Sales PerformanceWhy Are Organizational Goals Becoming Harder to Achieve? with Stephanie DownsIn this episode, we’re once again diving into The 5th Annual Media Sales Report by 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...
2024-02-2221 minImproving Sales PerformanceQuick Take: Highlights from The 5th Annual Media Sales ReportIn this Quick Take episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s 5th Annual Media Sales Report by highlighting some of this year’s most eye-catching findings. 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 ReportMatt SunshineThe Center for Sales Strategy
2024-02-1512 minImproving Sales Performance#WomenInSales Month 2023 with Stephanie SlagleWe’re so proud to be celebrating Women in Sales Month once again. 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 abi...
2023-10-2432 minImproving Sales Performance#WomenInSales Month 2023 with Laura CoristineWe’re so proud to be celebrating Women in Sales Month once again. 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 mat...
2023-10-1724 min