The Sales Transformation Playbook

10/23/14: Post updated to include a link to download Stacey Sedbrook's presentation this week to the Inland Press Association.  "Change is hard. It takes a lot of effort. Sustaining change is even harder." BIA/Kelsey's Stacey Sedbrook offered a sales transformation…

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The Sales Transformation Playbook

  The case for local traditional media companies to transform their sales organizations is pretty clear. For years, BIA/Kelsey has been tracking the secular shift from traditional to digital spend through both its Local Media Forecast and Local Commerce Monitorâ„¢.…

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vSplash Making Inroads with Newspapers

Digital media services provider vSplash has made inroads with both newspaper and directory/local search organizations with its BuzzBoard sales productivity tool. vSplash is widely known for its website production capabilities, as well as its voluminous data on small-business digital presence,…

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A Close Look at Sales Best Practices

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…

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