Challenge: Crafting an effective HVAC SEO campaign in competitive market Lori Perkins, who currently works for Antietam Media Services, utilized her more than 24 years of media sales experience when she approached a local business looking to improve their HVAC SEO campaign. “[The client] is an HVAC company I have been working with for about six years,” said Perkins. “They are a second generation, medium-sized business in a somewhat rural area. [The HVAC industry] is HIGHLY competitive, and they needed to keep an edge with their overall marketing. They were utilizing a manufacturer-recommended ..read more

It’s important to ask strategic discovery questions to uncover a prospect’s true needs, goals and pain points. Only with this knowledge can you effectively position your solution and present value. Unfortunately, sellers struggle with discovery. Why strategic discovery questions matter SalesFuel found that nearly a quarter of sellers report that discovery questions are a top weakness. It’s vital that sellers bridge this gap. Otherwise, they won’t be able to optimize their sales efforts because they don’t have essential details.  RAIN Group’s Mary Flaherty recognizes the importance of ..read more

To retain your marketplace position as an industry leader, you must focus constantly on how to improve productivity. Managers typically expect their team members to work more efficiently. To be truly effective, managers should first objectively analyze their own activity and appropriately adjust strategy. 5 Top Ideas for How to Improve Productivity Improve Thought Leadership Much of the typical focus on productivity involves managers developing ways for their team members to work better together. But game-changing productivity requires taking efforts to another level. Specifically, senior mana ..read more

86% of marketers say that video game advertising is of growing importance to their brand, according to an IAB report. It’s so important that spending reached $7.53 billion in 2023 and is expected to increase to $11.49 billion by 2027. Here’s what your client needs to know about the importance of incorporating video game ads to their digital marketing solutions. Why the Best Digital Marketing Solutions Incorporate Video Game Ads Why are Marketers Investing in Video Game Ads? Did you know that there are over 212 million digital gamers in the U.S. alone? And they’re receptive to the ads they see ..read more

Prospecting, setting the appointment and making the pitch are routine tasks every sales rep needs to focus on. However, with too many distractions and unmet priorities, focus is fleeting.  Concentration will only come after you’ve dispersed the clutter. But just deciding where to begin is sometimes overwhelming. Be the Sales Rep Who Defeats Clutter Clutter exists in every facet of selling and it’s not always tangible. Clearing your desk and restacking the piles of paper won’t help. According to professional organizer, Barbara Hemphill, there are three th ..read more

Challenge: How to sell a regional hospital OTT campaign that stands out among competition Nancy Nally, an account executive from Viamedia, has spent nearly 12 years selling media and has used AdMall for nearly that entire time. She says the ease of use was a primary driving force behind pitching a regional hospital OTT campaign to a company that must deal with a lot of competition in the market. “[The company] is a large hospital based in Northern Kentucky,” said Nally. “There is a lot of competition amid medical providers in the tri-state area.” Solution: Show the client where they could focu ..read more

Sellers have a major opportunity to cross-sell and upsell to current clients. But not all reps even make an attempt. This is a mistake, as they’re missing out on potential for increased revenue and loyalty. One reason may be the use of tactics that aren’t connecting with clients.  SalesFuel’s Voice of the Sales Rep study found that 25% of sellers say it is getting harder to upsell. And Data Axle reports that 37% avoid upselling and cross-selling. Don’t be like your competitors who don’t take advantage of this opportunity to grow revenue. Just brush up on best practices and integrate succe ..read more

Are your employees supportive of your workplace culture? When employees feel positive about their company’s culture, they are more engaged with their work. And culture can be one of your top team productivity tools when you roll out new sales technology and initiatives. Why Culture Is One Of The Top Team Productivity Tools In a poll published by Gallup and Workforce, engaged employees described their workplace culture as “caring,” “innovative” and “professional.” Disengaged employees used terms such as “toxic,” “horrible” and disorganized.  Further, the research showed that employees who ..read more

It’s only a matter of time until TV is 100% digital, says Innovid in a recent report. If your client is still focusing on traditional TV instead of building a CTV ad inventory, they’re falling behind. Don’t let them be left out. How to Show Clients the Power of Your CTV Ad Inventory The Power of CTV is Growing By 2027, CTV advertising spend will reach more than $40 billion, says Innovid. In 2023, CTV ads accounted for more than half of video impressions: CTV: 53% Mobile: 35% Desktop: 12% But unlike the mobile and desktop, CTV is the only video ad format with consistently increasing impressio ..read more

As B2B sales grow more competitive, a strong sales pitch presentation may determine whether you cruise or lose. Identifying pain points and developing a cohesive narrative will communicate the solutions that are crucial to your success.  One Sales Pitch Presentation Does Not Fit All Prospects The more specific and tailored you can be with your message the better. Often, we get into a sales routine that flows and feels natural but may miss essential elements for the client. Therefore, it’s important to leave room to change the message to meet the challenges of each indi ..read more