Challenge: Help a local farm equipment business pay for marketing with co-op advertising funds Media sales veteran William Parker, an account executive for WSPA/WYCW, has been in the sales field for over 37 years. Additionally, Parker has been a frequent user of AdMall and always pays attention to his daily AdMall Minute emails. When he saw a co-op advertising promo in the email for farming equipment, he knew it would be a great way to approach a local company. “Through one of the daily AdMall emails, I found out about Mahindra Tractors co-op advertising and contacted the various dealers in ou ..read more

Sales continues to be a highly competitive industry, with those sellers who possess advanced sales skills coming out on top. As SalesFuel has reported, buyers and their processes are changing, which requires sellers to evolve as well. Specifically, there are certain skills that they should adopt and nurture to meet today’s standards.  3 advanced sales skill for selling today RAIN Group found that top performing salespeople excelled when it came to certain advanced strategies and skills. Mary Flaherty discusses those consultative skills in a recent article, and she explains why these parti ..read more

SalesFuel, a leading provider of sales intelligence, announced the results of its 12th annual State of Media Sales survey in conjunction with BIA Advisory Services. The survey reveals nearly 25% of responding media sales managers expect to see a revenue increase of more than 10% in 2023, reflecting optimism for the future of the industry. And there’s even more positivity among sales professionals. The survey shows a decline in sales managers and representatives (reps) who say it’s getting harder to sell against Google/Facebook: 30% of managers say it’s getting harder to sell against Google/Fac ..read more

Have you ever noticed how much more engaged you become in a story that features a flawed protagonist? Think about Walter White in Breaking Bad and how his basic dissatisfaction with life leads him down the path to criminality after he’s diagnosed with lung cancer. We root for characters like this because we identify with their flaws. You can improve team performance by letting employees see your flaws and weaknesses and explaining how you are working on them. In taking this step, you’re allowing your team members to see your authentic self. Your employees will cheer when you succeed, and they ..read more

While influencers do have their benefits and place in some marketing strategies, not everyone feels the love for influencers. According to AdAge, several direct-to-consumer (DTC) brands have begun pulling their ad budgets away from influencer marketing. Should you be doing the same when offering social media management tips to your client? Let’s take a look. Social Media Management Tips: When to Avoid Influencers When Their Content Does Seem Authentic Paying someone to promote your client’s products or services doesn’t mean that the person is going to love them. That’s a problem the DTC brand ..read more

Sellers are beginning to realize the incredible value they can get from a sales coach. SalesFuel reports that some sellers have even left a job due to the lack of meaningful coaching or professional development. And while other research shows the effectiveness of sales coaching, Salesforce found that only 26% of sellers get weekly one-on-one coaching with their managers.  The value of having a sales coach is clear, and sellers are realizing the benefits of this kind of development. To make the most of the experience, reps can adjust their mindset and follow best practices when engaging wi ..read more

Want to increase your business-to-business (B2B) client’s marketing return on investment (ROI)? You need to get them to focus on content marketing. According to data from Chief Marketer, 62% of B2B marketers say that content marketing is the channel that produces leads with the highest ROI. If you want to make the most of your client’s ad dollars, here are some content marketing tactics to take advantage of ASAP. B2B Content Marketing Tactics Choose the Best Formats The first, and one of the most important, B2B content marketing tactics is choosing proven formats. When most people think of con ..read more

Every year, media sales professionals share their top priorities, challenges, and expectations for the year ahead in The State of Media Sales survey, co-sponsored by SalesFuel, AdMall and BIA. In its 12th edition, this year’s survey boasts the highest number of respondents to deliver detailed insights valuable for planning, training, budgeting, and managing. Plus, the results show there is a (fairly) high level of optimism for the year even amid recession concerns. Join us to get key findings from the survey. SalesFuel’s CEO, C. Lee Smith, and BIA’s VP Forecasting, Nicole Ovadia, will discuss ..read more

Do you know which sales rep skills you need in order to exceed your goals? If you had great success because of excellent discovery work, you’ll want to continue that practice this year. But if you want to rise to the top – to be a stellar seller – you’ll need to hone the skills that will get you there. Sales Rep Skills That Matter Like many sales reps, you may be working to perfect specific skills. In our research, sales reps told us that they struggle with challenging misconceptions and budget concerns from buyers (29%), networking (27%), and handling objections (27%). They also say, that to ..read more

Challenge: Selling a combination of print and digital to a company that had never used advertising Dustin Holland, a sales specialist from The Daily Journal, has been using AdMall for over five years. Based on that experience, he knew the research he had access to would prove advantageous when he put together an advertising pitch that incorporated a combination of print and digital and approached a young local dentist who was opening a new location. The twist here was that the company had never used advertising before. “[The owner] is very welcoming and has a friendly demeanor,” said Holland ..read more