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Companies that are successfully transforming their sales teams to serve a fast changing local and SMB marketplace tend to follow a common set of best practices. These include a focus on customer-driven key performance indicators, a heavy reliance on data to drive all aspects of sales, and sophisticated segmentation to maximize sales effectiveness and manage costs.

Last week BIA/Kelsey conducted a public webinar that examined these emerging best practices that define successful sales transformation. The webinar, “Best Practices Around Transformation in Local Media Sales Organizations,” offered highlights of BIA/Kelsey’s new Insight paper on sales transformation.

The webinar touched on some of the companies that are seeing positive results from employing some of the best practices outlined in the report, including Deseret Digital Media, Dex One (now Dex Media), Eniro, Solocal, Yodle and others.

A replay of the webinar, as well as copies of the slides, are available here. Copies of the full report, “Sales Transformation: Building a Sustainable Model,” are available to clients of BIA/Kelsey custom advisory services, as well as for individual sale. Click here for more information.


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