Mon Oct 16, 2017

Jeffrey Gitomer

How Long Does It Take? Am I There Yet?

objection

People are ALWAYS asking me how long it takes to become a great salesman (salesperson). I tell them, “59 years and I’m still working at it.”

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Fri Oct 13, 2017

Kathy Crosett

80% of Marketers Now Using Attribution on Some or All Campaigns

attribution

The marriage of big data and digital advertising should be able to deliver accurate attribution statistics for media buyers. With so many digital channels now available, your clients want to know if they should put more money into email or if they would reach more consumers with a video ad campaign.

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Fri Oct 13, 2017

Rachel Cagle

Challenging What You Think You Know to Succeed in CX

The problem with attempting to improve the customer service we give is that we overlook the fact that successful change is accompanied by a new mindset.

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Thu Oct 12, 2017

Kathy Crosett

Marketers to Buy Media Space Aligned with Brand-Safe Content

brand-safe

Brand equity takes a long time to establish. Yet in the space of a few minutes, the investment your clients have made can be eroded when their ads appear next to offensive or objectionable content.

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Thu Oct 12, 2017

Kathy Crosett

Hot Tips To Break Your Routine and Close More Deals

routine

It’s not just you. The sales world is more competitive than it’s ever been. Technology has made it possible for clients and prospects to know all about you before you reach out to them.

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Wed Oct 11, 2017

Rachel Cagle

Advertising Basics You Need to Know for the 2017-2018 TV Season

Here’s what your TV advertising clients need to know as you head into the new 2017-2018 television season.

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Wed Oct 11, 2017

Jessica Helinski

Is Offering Choices a Bad Sales Strategy?

If you think giving prospects a variety of choices is a good idea, you may want to think again. Rather than simply showing diplomacy and earning trust, offering choices can actually cut into your revenue.

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Tue Oct 10, 2017

Courtney Huckabay

Co-op Dollars Land the Deal for Texas Co-op

Account Executive Jeannie Evans called on a small local feed store in her Longview, Texas territory for Suddenlink. The business operator told her he had no money for marketing. Having sold media for more than four years, she was not going to let that objection stand in her way.

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Tue Oct 10, 2017

Jessica Helinski

Reasons Prospects Don’t Trust Sales Reps

There are many reasons why a prospect doesn’t trust you. And without trust, it’s very likely that the prospect isn’t going to invest her time or money in what you’re selling.

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