The Eighth Day of Christmas in Media Sales: Non-returning Accounts

Dec 18, 2013 9:02:13 AM / by Kitty Malone

media sales non-returning accounts Use your CRM and media sales analytics solution to make sure nothing falls off your radar!
Aviation Systems Warfare Operator 2nd Class Alton Howell  searches for and tracks surface contacts using radar and the Infrared Detection System (IRDS) of his P-3C Orion patrol aircraft during a routine flight in support of Operation Enduring Freedom, 2001. U.S. Navy Photo by Master Chief Photographer's Mate Terry Cosgrove. San Diego Air and Space Museum Archive.

On the Eighth Day of Christmas:

  • Discover and focus on eight non-returning accounts. These are accounts that were on last year and not on (yet) this year.
  • Don't look for those you know will place but just haven't yet. Instead, use your CRM system to pull reports, looking for those accounts that perhaps bought into a promotion or had a great copy idea last year, but may have slipped off of your radar for 2014.
  • Make a plan, then make an appointment. Be sure you are looking far enough ahead to be able to reach the decision makers, renew your relationship, revise your CNA, and be sure you are, as always, answering your clients' marketing needs.

And, when answering avails, make sure your rates expire within seven days.

And, come up with six good ideas for your clients.

Make five new business calls each week.

And, you may have four budgets to hit, so be sure you are paying attention to all of them.

And, find three reports you can use to help you be accountable and develop sales, and visit them frequently.

And, if two (or more) people call on an account in your organization, work together and share information.

And, promise yourself that you will have fantastic and productive one-on-ones forever more.

Next time, for the Ninth Day of Christmas, how to come up with plans to move your nine target accounts through the sales funnel to a sale.

By Kitty Malone, Efficio Solutions Manager of Client Services

Tags: CRM

Kitty Malone

Written by Kitty Malone

Director of Customer Service

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