Tue Sep 19, 2017

Courtney Huckabay

Video! Dealers Drive Digital, SMS ROI, Be Likeable

Hello there, and WELCOME to the September 2017 edition of Media SALES Monthly.

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Tue Sep 19, 2017

Jessica Helinski

The End-of-Quarter Sales Push Could Be Costing Your Company

The end of each fiscal quarter is often a mad rush to close deals. Sales reps may find themselves cutting corners, throwing out discounts and rushing contracts to meet end-of-quarter goals.

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Mon Sep 18, 2017

Kathy Crosett

Which Bricks-and-Mortar Retailers Will Survive E-Commerce?

bricks

The new CMO Survey points out that B-to-C operators say over 13% of revenue now comes from their online efforts. Changes like these have big implications for the type of advertising your accounts will want to buy. Before you hit the panic button, check out which sectors of retail are most likely to become more […]

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Mon Sep 18, 2017

Jeffrey Gitomer

Are you serious about them? Are they serious about you?

serious

Most people misunderstand and mis-define the word serious. They view it as stoic, non-smiling, stiff, non-humorous, and boring. Hardly.

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Fri Sep 15, 2017

Kathy Crosett

Broadcast-only TV Homes on the Rise

broadcast-only

It’s been a challenge to get good data on how many people are relying on local broadcast TV, perhaps supplemented by a subscription or two to streaming video services. Recently, Ion Media asked Nielsen research to take a look at the issue. The results are astounding.

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Fri Sep 15, 2017

C. Lee Smith

Caring is the Precursor to Company Culture

caring

If you want to be thought of as the best manager your employees have ever had, you have to care from within. Your people have to PERCEIVE you as genuinely giving a damn about them AS PEOPLE – not just robots (headcount) who show up to generate numbers for you.

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Thu Sep 14, 2017

Kathy Crosett

Marketers Struggle to Connect Social Media to Higher Sales

social-media

For nine years, Deloitte, the American Marketing Association and Duke’s Fuqua School of Business have joined forces to produce the biannual CMO Survey. The August 2017 report shows rising business confidence. This confidence will be accompanied by an 8.9% increase in the marketing budget over the next year.

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Thu Sep 14, 2017

Kathy Crosett

Reps: Don’t Be Afraid to Talk Off-Script

off-script

If you’ve been working in sales for a while, and know the ins and outs of your product line, you’ve probably developed a script. I mean, how else are you going to get through all of those calls your manager wants you to make? Don’t get me wrong. A good script can lead  a prospect […]

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Wed Sep 13, 2017

Rachel Cagle

Move Over, TV; Digital is What Today’s Kids Want

Forget sitting around watching TV, today’s kids are all too eager to swap their TV time for a more digital media instead.

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