SKU:
LSA2

Local Media Sales 2020: Platforms, Profits or People?

Free
Brief Description:  Discusses the right mix of elements to create a winning sales formula for SMB's
  • Format: 
    pdf
  • Published: 
    September 2014
  • Language: 
    English
  • File Size: 
    1.44 MB
  • Product Code:
    LSA2
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SKU:
LSA2

Local Media Sales 2020: Platforms, Profits or People?

Detailed Description: 

The role of local media salesperson has never been under more scrutiny than it is today. The cost of a large (and often inefficient) outside sales force is not
sustainable in a world of reduced margins. Many industry executives advocate a major shift to inside sales in response. And while inside sales can reduce costs there’s a potential problem of differentiation when a growing array of competitors are pitching small business (SMB) owners very similar marketing products over the phone.
This competition creates a “noisy” environment where SMBs typically receive between one and five sales calls per week. They also face a growing and
complex set of product choices with nearly impenetrable performance claims. Trust has become a major issue. Companies using premise sales to create or maintain a “trusted relationship” must find the right mix of outside and inside sales and service. That requires better customer segmentation as well as more expansive use of data and technology for greater efficiency. There is a range of opinions, discussed extensively in this report, on the right mix of elements to create a winning sales formula. Regardless of the precise mix of people, data and platforms, movement and change are essential.

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