The Lost Art of Listening: How Active Listening Will Drive Your Media Sales

May 29, 2013 4:57:24 PM / by Chris Crawford posted in Customer Success, CRM

the art of listening in media sales Your client is the expert on his or her business, so be all ears!
Poultry Club boys listen to the expert, 1920. State Library and Archives of Florida.
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I Had No Idea She Was Allergic to Seafood! Ways to Manage Your Contacts in Media Sales

May 28, 2013 8:02:21 AM / by Kitty Malone posted in Customer Success, CRM

use your media sales CRM to manage clients Use your media sales CRM to give your memory a boost when you write emails to your clients.
Gas sentry from the Scottish Highlands reading a letter from home on the British Western Front during the First World War. National Library of Scotland.
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Should Media Salespeople Have Inventory Visibility?

May 24, 2013 12:57:35 PM / by David Einstein

media sales inventory Do you get updated inventory information daily from your traffic system?
Traffic cop, Newport, c.1912. Bain News Service, publisher. Library of Congress.
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I Guess I Could Try Sales

May 22, 2013 8:11:50 AM / by Chris Crawford posted in Media Sales, Customer Success, CRM

professional sales is hard work A sharp knife cuts best, so don't lose your edge.
Nui Dat, South Vietnam, November 1970. Corporal Arthur Wallis, 21, of Preston, Victoria, Australia, sharpening a knife in preparation for carving the three prime hams he has prepared for Christmas. William James Cunneen, photographer. Collection of Australian War Memorial.
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We Could Have Won the Lottery, Couldn’t We? How to Win the Media Sales Lottery

May 21, 2013 8:39:21 AM / by Kitty Malone posted in Media Sales, CRM, Account Management

hwo to win the media sales lottery Use your media sales CRM to plan and analyze, just in case you don't win the lottery!
Lucky Elephant. Irish Hospital Sweepstakes parade through Dublin, 1935. Before every draw of winning tickets there was a parade through the city with all of the tickets carried in the boxes you can see in this photo. National Library of Ireland.
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A Father's Lessons and How They Apply to Media Sales

May 15, 2013 10:02:00 AM / by Chris Crawford posted in Media Sales, Customer Success

Lessons for media sales Unidentified soldier in Union uniform and kepi with unidentified young boy, probably father and son, c.1862. Library of Congress.
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What’s Next? (Because You Just CANNOT Live in Your Parents’ Basement!)

May 14, 2013 8:27:07 AM / by Kitty Malone posted in Media Sales, CRM

be prepared for the next thing in media sales Be prepared, just in case you have to move.
The family of Almond Drake on moving day, 1941. Forced to leave the Pine Camp expansion area, they are moving to a new farm in Adams, New York. Jack Delano, photographer. Library of Congress.
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Inventory Management for Radio: Rate Integrity or Fire Sale?

May 10, 2013 11:24:04 AM / by David Einstein

media sales inventory management How do you avoid inventory spoilage?
Young boy tending fruit and vegetable stand at Center Market, 1915. The U.S. National Archives.
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How You Lose Your Edge in Media Sales…and Get it BACK

May 8, 2013 12:46:02 PM / by Chris Crawford posted in Media Sales, CRM

You can recover your media sales mojo. Feel like you've lost your media sales mojo? You can get it back and build on your strengths!
George Brandes, at desk. Bain News Service, publisher. Library of Congress.
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Do Your Media Sales Roar Like a Lion or are They Baaaaa-d Like a Lamb?

May 7, 2013 8:05:00 AM / by Kitty Malone posted in Media Sales, CRM

The best way to inoculate your business from ups and downs is to plan ahead using media sales CRM and analytics software. The best way to inoculate your business from ups and downs is to plan ahead using media sales CRM and analytics software.
Dr. Schreiber of San Augustine giving a typhoid inoculation at a rural school, San Augustine County, Texas, 1943. John Vachon, photographer. Library of Congress.
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6 Ways to Beat Sales Call Reluctance

May 1, 2013 9:36:11 AM / by Chris Crawford posted in Media Sales, Customer Success, CRM

how to deal with media sales call reluctance Prepare for your sales calls so you'll look forward to getting on the phone!
1957, State Library and Archives of Florida.
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