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Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
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In 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 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
Chapters
1. Why is it Getting Harder to Convert Prospects? with Trey Morris (00:00:00)
2. Sales Conversion and Client Renewal Challenges (00:00:15)
3. Effective Communication and Persistence in Sales (00:13:15)
4. Unpacking and Sharing Sales Wisdom (00:24:50)
53 episodes
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