I'm a Complete Loser (and This Isn't About My Brackets)

Apr 8, 2014 7:52:00 AM / by Kitty Malone posted in using technology, Behind the Scenes in Media Sales, Blog

out of date technology Is your technology a little out of date?
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How to Keep Your Media Sales From Blowing

Apr 1, 2014 8:49:17 AM / by Kitty Malone posted in Media Sales, sales productivity, using technology, marketing, CRM, yield management, media sales analytics, Blog

unpredictable media sales If your sales as unpredictable as a March storm, your media sales CRM could be the wind beneath your wings.
Jamestown, North Dakota, March 9, 1966. Bill Koch, photographer. National Oceanic & Atmospheric Administration (NOAA).
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Do YOU Use Your Media Sales CRM to Pass the Eye Test?

Mar 20, 2014 11:56:29 AM / by Chris Crawford posted in customer relations management, managing up, media sales, sales productivity, using technology, avail, sales performance, accountability, account management software, eMarketing, CRM, strategic account management, media sales analytics, aging, Blog, account management, media sales process

use CRM metrics for eye test Make sure you're being judged on the objective performance metrics of your media sales CRM rather than an "eye test."
Retinoscopy at the School Travelling Ophthalmic Clinic, 1914. State Records New South Wales, Australia.
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Will That "Good" Media Sales Deal Pressure Your Inventory?

Mar 12, 2014 7:55:40 AM / by Kitty Malone posted in inventory, AUR, using technology, Yield Management, CRM, bump rate, yield management, media sales analytics, Blog, sales management

media sales yield management Not every offer to buy a large amount of inventory is a jewel. Use your media sales CRM and yield management software to decide which deals sparkle!
Interior of Bright's Jewelry Store, Duluth, Minnesota, 1910. University of Minnesota Libraries, Berman Upper Midwest Jewish Archives.
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A Sarcastic Bit*h’s New Year’s Resolutions for Media Sales

Dec 31, 2013 9:25:57 AM / by Kitty Malone posted in Media Sales, managing up, sales productivity, using technology, CRM, Blog

sarcastic new year's resolutions for media sales We at Efficio wish you a happy, healthy and prosperous new year!
New Years Greeting, Chinatown, 1912. Bain News Service, publisher. Library of Congress.
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The Twelfth Day of Christmas in Media Sales: Budgets

Dec 24, 2013 9:19:40 AM / by Kitty Malone posted in Media Sales, budgeting, using technology, CRM, strategic account management, Blog

media sales budgeting and planning Plant the seeds of success by using your media sales CRM to analyze sales and plan for the future.
Mrs. Mestland planting peas in her plot in a victory garden on Fairlawn Avenue, Southeast, Washington, DC, 1943. Joseph A. Horne, photographer. Library of Congress.
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The Third Day of Christmas in Media Sales: Reports

Dec 11, 2013 12:24:42 PM / by Kitty Malone posted in sales productivity, using technology, Media Sales Analytics, CRM, strategic account management, Blog

media sales reports Use reports to understand your present situation and make plans for the future.
Philip and Frederica Wylie listening to weather reports, Miami Beach, Florida, 1950. State Library and Archives of Florida.
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New School vs. Old School: Game On! Part Deux

Aug 27, 2013 8:15:10 AM / by Kitty Malone posted in media sales, using technology, Behind the Scenes in Media Sales, Blog, sales talent development

new schoolers in media sales If you're a New Schooler, bring your A game, but appreciate the experience of veteran sellers.
The first day at school, Pocahontas County, West Virginia, 1921. Photo by L.W. Hine. Library of Congress.
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Old School vs. New School – Game On!

Aug 20, 2013 9:32:45 AM / by Kitty Malone posted in Media Sales, media sales, using technology, account management software, CRM, Blog, media sales process

Old School vs. New School in media sales It can be challenging to learn new technical skills, but it will bring value to your business career.
Women workers install fixtures and assemblies to a tail fuselage section of a B-17F bomber at the Douglas Aircraft Company, Long Beach, California, 1942. Library of Congress.
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Danger, Will Robinson! Warning Signs for Media Sales Managers

Aug 13, 2013 8:12:14 AM / by Kitty Malone posted in using technology, Media Sales Management, account management software, CRM, media sales analytics, Blog, sales management, sales talent development

what are the warning signs to which media sales managers should pay attention Be ready to respond when the alarms go off!
Group of firemen, c.1866. Library of Congress.
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