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Articles in the Sales Best Practices Category

Newspapers, Online/Interactive, Sales Best Practices, Traditional Media, Yellow Pages »

[2 Mar 2015 | No Comment | ]

Traditional media companies struggle to find the right formula for digital sales. The challenge isn’t really about deciding whether to go with a pure digital only approach v. relying completely on existing legacy sales resources. The decision matrix is much more complex than this binary choice. Publishers need to use their existing sales assets to grow …

Marketing Technology, Online/Interactive, Sales Best Practices, SMBs »

[23 Jan 2015 | 2 Comments | ]

One big trend we are seeing in our Local Commerce Monitor (LCM) findings is that low-spending SMBs are taking advantage of the lower price levels of digital and social media and reducing their overall ad spend. This has big implications for traditional media sellers as well as pure plays trying to find the right go …

Online/Interactive, Sales Best Practices, Traditional Media »

[6 Jan 2015 | One Comment | ]

Many traditional media companies struggle with how to build their digital sales organizations. Should they recruit a digital only sales force — and if so, what are the pitfalls and best practices? If an organization chooses an integrated model — how do they beat the trap where 80 percent of existing reps retreat to the …

Online/Interactive, Sales Best Practices »

[23 Oct 2014 | No Comment | ]

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 clinic this week at the Inland Press Association’s annual conference in Chicago.
The success or failure of any …

Ad Sales, Online/Interactive, Sales Best Practices »

[25 Aug 2014 | One Comment | ]

BIA/Kelsey announced today that veteran sales leader Stacey Sedbrook has been named VP of Strategic Sales Consulting. Below is an interview with Sedbrook that reveals some of her topline thinking.

Q. Sales force transformation is a buzz phrase that a lot of companies have seized on. What does it mean to you?
A: It is a …

Ad Sales, Ad Sales, National, Product Introductions, Sales Best Practices »

[3 Jun 2014 | 3 Comments | ]

The media sector has been caught up in a cycle of introducing numerous products each year or into each sales cycle to either give sales something new to bring to customers or to take advantage of an opportunity within their market area. A 2003 UCLA study reveals that “25% of a corporation’s revenues come from …

Newspapers, Online/Interactive, Sales Best Practices »

[14 May 2014 | 2 Comments | ]

No one media organization has completely solved the challenge of traditional to digital sales transformation — but there is an emerging set of common traits and best practices. On Tuesday, we presented some of these elements on a Local Media Association webinar, “Taming the Local Sales Machine.”
The webinar presentation was based on a talk Jed …

Newspapers, Online/Interactive, Sales Best Practices »

[26 Feb 2014 | No Comment | ]

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 Monitor™. The path to genuine transformation is more challenging, fraught with cultural roadblocks, resource constraints and execution …

Ad Sales, Ad Sales, National, BIA/Kelsey NEXT, Conferences, Sales Best Practices, Social »

[12 Dec 2013 | No Comment | ]

“Identifying, sharing and building relationships have become the key tools of modern social selling,” was the key message delivered by Koka Sexton, Sr. Social Marketing Manager from LinkedIn. As more buyers and sellers are connecting and researching prospects and companies, LinkedIn has become a vital hub.
The keys to any sales person being effective using LinkedIn …

BIA/Kelsey NEXT, Conferences, Sales Best Practices »

[12 Dec 2013 | No Comment | ]

HubSpot SVP Mark Roberge provided four main points to frame best practices in sales training today at BIA/Kelsey’s Leading in Local conference. This was the encore performance after Roberge’s highly rated appearance at the SMB conference in September in Austin.
Roberge is an MIT trained data scientist who transformed HubSpot’s own sales training by bringing science …

Ad Sales, National, Advertising Networks, BIA/Kelsey NEXT, Conferences, lead generation, Local Marketing, Online/Interactive, Sales Best Practices, Television, Local, Traditional Media »

[12 Dec 2013 | No Comment | ]

Day 2 of Leading in Local: Interactive Local Media conference opened with BIA/Kelsey’s VP and Chief Economist, Mark Fratrik, who shared some exciting pieces of information from BIA/Kelsey’s Media Ad view. Media Ad View is BIA/Kelsey’s research product that offers a market by market view of the local media pie.
Fratrik stated, “Local media advertising revenues …

Online/Interactive, Sales Best Practices »

[14 Oct 2013 | No Comment | ]

BIA/Kelsey has just published a Briefing that examines HubsSpot Sales SVP Mark Roberge’s presentation at last month’s Leading in Local: SMB Digital Marketing even in Austin, TX.
By all accounts, the 15-minute presentation was a clinic in how a local/SMB sales force needs to operate in today’s environment. The session went into detail on how HubSpot …

BIA/Kelsey SMB, lead generation, Local Marketing, Mobile, Online/Interactive, Sales Best Practices, Social »

[12 Sep 2013 | No Comment | ]

Amidst all the talk at the second day of SMB Digital Marketing, challenges faced by small businesses and hard recommendations on the best practices for lead generation was offered by Chris Mancini, CMO of Reply.com. Citing the need for easier solutions for the smaller merchants, Chris provided some insight as to the nature of the …

Analyst Roundtables, Mobile, Online/Interactive, Sales Best Practices, Video Posts »

[6 Aug 2013 | No Comment | ]

Continuing our charge down the multimedia path, the latest initiative is video round table sessions among BIA/Kelsey analysts. The idea is to capture a topical discussion and unpack the market events that have the most impact on our local media and advertising coverage areas.
Our pilot episode is more of a square table, with Charles Laughlin …

Online/Interactive, Sales Best Practices, Social »

[29 Jul 2013 | No Comment | ]

Much of the social media conversations we have at BIA/Kelsey deal with progress in the monetization of social, building social media solutions for small-business advertisers, or how social is being infused throughout local media. We are beginning yet another conversation around how local media organizations can use social platforms as a tool for selling more …

Online/Interactive, Sales Best Practices »

[29 Jul 2013 | No Comment | ]

Members of Generation Y, defined as those born since the early 1980s, have earned a very specific workplace reputation. Some characteristics associated with Gen Y include a need for ongoing recognition and positive reinforcement (the result no doubt of coddling by helicopter parents), and at times unrealistic view of how quickly they should advance in …

Online/Interactive, Sales Best Practices »

[19 Jun 2013 | No Comment | ]

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, which is marketed (in partnership with BIA/Kelsey) as SMB DigitalScape.
Today vSplash announced deals with the …

Ad Sales, Online/Interactive, Sales Best Practices, Yellow Pages »

[1 May 2013 | No Comment | ]

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 …

Online/Interactive, Sales Best Practices, Yellow Pages »

[4 Apr 2013 | No Comment | ]

Over the past few months, BIA/Kelsey has been looking at various SMB-focused sales approaches among both traditional media players and digital pure plays. Our objective was to establish a common set of best practices. We discovered early on that the local sales organization that does everything right does not exist, or at least we were …

BIA/Kelsey SMB, Online/Interactive, Sales Best Practices, SMBs »

[6 Aug 2012 | 3 Comments | ]

On last week’s Q2 earnings call, local online marketing firm ReachLocal emphasized how its international expansion will fuel its growth. Plus the company offered a glimpse into its efforts to expand into smaller U.S. markets via telesales.
ReachLocal has long been among the most closely watched companies in the local online/SMB space, and its president, Nathan Hanks, will be …