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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Bookshelf: The B2B Executive Playbook

Business-to-consumer companies have tried to invade the business-to-business space in multiple instances, almost always with disastrous results. The logic for B2C companies is always there: move up the value chain with great big accounts that require no branding efforts. But…

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Selling With Intelligence

We have been meeting with a number of media salespeople, tracking articles about the transformation of the sales process, developing a number of theories specific to transforming the media sales process plus what is needed to support the transformation. We…

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The Battle for Salespeople Is On

We've been starting to see the signs of recovery for the past few months. Companies that have been cutting costs and back office expenses are now realizing they need to get the sales end of their businesses moving again. Throughout…

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