Explore The Center for Sales Strategy and LeadG2's Company Culture

1. TWO COMPANIES. ONE AMAZING
+

2. WE DON’T WANT PEOPLE TO BE
OBSESSED WITH RULES AND
PROTOCOLS. WE WANT THEM
TO USE THEIR INSTINCTS.
OUR PEOPLE...?
THEY ARE THE
ABSOLUTE
BEST!
JOHN HENLEY
MANAGING PARTNER
MATT SUNSHINE
MANAGING PARTNER

3. WE HAVE A SENSE
OF COMMUNITY
THAT’S DIFFERENT.
JIM HOPES
MANAGING PARTNER

4. WHOWEARE
+

5. the culture of this
company is so warm
and inviting.
it’s a sense
of family.

6. WHAT WE DO:
Improve Sales Performance
OUR REASON FOR BEING:
We exist to help companies
Turn Talent into Performance.
TALENT + TRAINING + TACTICS
= PERFORMANCE

7. WHAT WE DO:
INCREASE QUALITY LEADS AND APPOINTMENTS
OUR REASON FOR BEING:
We exist to DELIVER INBOUND SALES RESULTS.
INBOUND MARKETING + SALES
PERFORMANCE = RESULTS

8. it’s fun.
it’s collaborative.
But i also have
room to be creative
and grow.

9. History
1983 1993 2000 2000 2000 2008 2014
Counselor Selling
System (CSS) founded
by Steve Marx in
Worcester, MA.
Company begins
operating as
The Center for Sales
Strategy (CSS).
Centralized classroom
training for CFS moves
online.
Partner with Talent+
for talent-based
assessments.
Steve Marx passes
leadership to
Jim Hopes and
John Henley.
Our first simulation-
based workshop
debuts.
Inbound marketing
division becomes
LeadG2.

10. History
2014 2015 2015 2016 2016 2018 2018
Talent department
launches online talent
management
dashboard tool.
Jim Hopes passes
ownership to Matt
Sunshine.
Culture committee
creates strong sense of
camaraderie and
strengthens a common
culture within our
company.
Dani Buckley promoted
to General Manager of
LeadG2.
The new position of
Partner is added as we
celebrate 35 years.
Talent department
launches online sales
talent assessments.
The Sales Accelerator
online courses are
launched.

11. i love to
work in a fun
environment.
that motivates me.

12. OUR THREE CORE

13. We have three cultural values we live by:
QUALITY
INTEGRITY
RESPONSIVENESS
These are the foundation that unite our employees and create a common culture.

14. we live and
breathe these
things every
single day.

15. Quality
We never fail to deliver our best when it comes to meeting
our customers’ most pressing needs.

16. we work with a
committed team,
and that shines
through to our
clients.

17. Quality
• Push for more effective, innovative, and
ground-breaking tactics.
• Work intentionally, thinking projects
through from beginning to end.
• Execute our plans with strategy and
precision.
• Take pride in meeting and exceeding the
expectations.
• Deliver mic-drop material that is above
and beyond what was asked of us.
• Hire the right people for the right job to
ensure excellence in every role.
• Practice what we teach.
• Don't just solve a problem. We provide
the best solution.
At CSS and LeadG2, QUALITY is our standard. We…

18. we’re treated as
professionals. we’re
given the tools and the
resources, and then they
give us the freedom and
the trust to go out and do
what we do best.

19. “Whenaskedtoreviewa
clientproject, weREVIEW
itwithafine-toothcomb
torecommendchangesto
theproject, butalso
providedimprovementsto
makeitstrongerthan
intended. “
“Whencoaching, we
requestVBR'sbetween
callstohelpmakethe
clientbetter. It'snot
listedaspartofthe
service, butifwecanhelp
thembebetter, then
togetherwewin. “
“Strategicandthorough
preparationcallswiththe
clientbeforeworkshopsto
deliverwhattheyneedand
tospeaktothemontheir
levelandtailorour
languagethatis100%
relevant. ”
“Anemployeethat
providesconsistent,
thorough, buttoned-up
communicationwith
clientscarriesour
standardof
professionalismandbrand
intothemarkets. “
HOW DO WE DELIVER QUALITY?

20. you’re encouraged to
think differently and
think independently.
then you’re given the
freedom to take those
ideas to completion.

21. “Ourrecapsaftera
marketvisitprovide
extensivedetailthat
client'scorporate
leadershipteamrelieson
tograspthepulseof
individualmarkets. “
“Dedicatedpositionsthat
providemultiple
touchpointsforclient
content, ensuringwe
don'tjust"getitdone."
Wegetitdoneright. “
“Precisionanddepthof
talentpersonal
feedbackcallsleads
customerstosay, "This
wasthebestcallI've
everhad. ”
“Aprospectwanteda
samplewebinar. Rather
thanasample, we
deliveredalivewebinar
toallthestakeholders
withvaluable
information, andclosed
thedeal. “
HOW DO WE DELIVER QUALITY?

22. we work with some of the
most well-known and
well-respected clients
all over the country.
They all have things they
are trying ot achieve. We
help them get there.

23. Integrity
We never purposely mislead a client, prospect, or coworker
for personal or corporate gain.

24. our goal as a
group is really
just to make a
difference for
them (clients)!

25. Integrity
• Guide our clients to make the best decisions for
their company and their people, even if it does not
benefit us.
• Do what we say we’re going to do and maintain
strong bonds of trust.
• Do the right things for the right reasons, focusing
on putting our clients first.
• Provide honest feedback, telling it like it is even if
it’s tough to hear, so we can truly help.
• Keep our clients' secrets. Trust is the foundation of
long client relationships.
• Care so damn much.
• Are often included in the highest-level, most
confidential and sensitive conversations at our
clients' organizations.
• Never sugarcoat the problems, but rather roll up
our sleeves to help solve them.
• Know that an organization is only as good as the
people who work there, so we focus on the people.
We serve our clients as experts, advisors, and
friends.
• Hire good people with good judgement. Others just
don’t make it here long!
• Never over-promise or under-deliver.
At CSS and LeadG2, INTEGRITY is of utmost importance. We…

26. i truly feel
respected.
i’m rewarded.
i’m valued.
i’m needed.

27. “ Ownerof largest and
longest client put son
through theTalent
Assessment andcameback
unrecommended. Initially
upset, herequested
feedback. After
assessment andassociated
behaviorsdiscussion, owner
realized CSStold him
nothing hedidn’t know and
appreciated thehonesty. “
“ Our clients start
conversations with,
"This is confidential
right?" or, "Let me shut
my door." Which is
evidence of our trust
and integrity at work. “
“ During a SalesDiagnostic,
weuncovered a number of
challengesand
opportunitiesfor
improvement. Wedon't
sugar coat theproblems
becauseif thingsdidn't
change, wecould
foreshadow theimpact in
theyearto come. So, we
rolled up oursleevesand
helped solvetheissues. “
“ A qualitysalesperson
appliedfora management
position. HetookthePCMI,
which cameback as, "Not
Recommended." Hismanager
worried thesalesperson
would quit if not promoted,
so wedeveloped a plan to
help him grow in hiscurrent
rolewith themanagement
talentshehad, and heis
still employed today. “
“ A client requested help
with inbound marketing
and a complete website
makeover. While
wanting the business,
we had to honestly say
that website re-hauls
are not in our wheel-
house, and turn them
elsewhere. “
HOW DO WE DELIVER INTEGRITY?

28. HAPPY CLIENT.
HAPPY EMPLOYEE.

29. Responsiveness
We never fail to give prompt, focused attention to the needs
of the clients, partners, and coworkers.

30. our clients know
when working with
us that we are
going to keep things
consistent and
moving along.

31. Responsiveness
• Don’t really work 24/7, but our clients often think
we do!
• Encourage our employees to make decisions and
limit the red tape. We hire smart people and we let
them be smart, eliminating corporate structure
road-blocks.
• Hire people who love to work and who have a
natural sense of urgency.
• Get back to people fast, returning emails, texts, and
phone calls before most would expect. To provide
the best response in a quick manner,
communications may come in two parts: first, a
quick acknowledgement and response to show we
care, and then the more thoughtful response.
• Apologize for our mistakes.
• Treat our team with the same respect and sense of
urgency that we do our clients.
• Believe our days start and end with our clients.
• Accommodate every time zone… including New
Zealand!
• Surprise and delight our clients by turning important
things around quicker than expected.
• Don’t have to tell our clients we are responsive –
they tell us!
At CSS and LeadG2, RESPONSIVENESS is at our core. We…

32. i was sold on
the center for
sales strategy
and leadg2 because
of the people.

33. “ LeadG2 stayedupall
nightwith all hands on
deck to make sure
multiple clients made
mandatory changes for
online compliance. “
“ Whenaconsultantgota
greenlighttosignthedeal
inameetingat1PMbut
neededthecontractby2PM
beforeclientwenton2-
weekvacation, ourteam
gotthecontractprepped
andsentbeforeclientleft
theoffice.“
“ Our Helpdesk that
typically responds to
employees and clients
with exactly what they
needwithin an hour. “
“ Our consultants set
their schedule to answer
calls andemails when
the client is in business-
even when it means calls
at10PM atnightto meet
with a New Zealand
client. “
HOW DO WE DELIVER RESPONSIVENESS?

34. Click to watch
a video about the
CSS + LeadG2 Culture
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35. www.leadg2.com www.thecenterforsalesstrategy.com