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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]

First-Ever CSS Automotive Retail Marketing Think Tank
It’s no secret the automotive business is tough these days and dealers, groups, the factories, as well as you in the media are searching for solutions. That’s why we have created the first-ever Automotive Retail Marketing Think Tank, to be held in Orlando, January 21-22, 2009!  [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
New for 2008—The CSS Facilitator Certification Workshop! This program 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]
Treat your best customers like a prospect
John Henley on using the Key Account Annual Growth Plan
2009 Annual Sales Planning
Alan Farr on why your 2009 success depends on planning now!
I hear a symphony
Mike Anderson on the importance of integration
KMC does not stand for Key Media Challenge
Mike Anderson on the goal of a great CNA
Either it SUCs, or it just plain sucks
Mike Anderson on helping clients retain (or achieve) relevance
Be the client: If you only had the time or budget for one rep… what kind of rep would you want?
Mike Anderson on the power of professionalism… and personal positioning
Did you see the story about…
Mike Anderson on two stories worth sharing
Why people (point, click and) buy
Mike Anderson on knowing how to sell by knowing how consumers buy
Remember to call on sellers, not just buyers!
Mike Anderson on remembering who’s closest to a Key Marketing Challenge
Is the Web really an ad medium?
Steve Marx on the new opportunities that require new thinking
Copyright 2005-2008 by The Center for Sales Strategy