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.
Read More

Media Madness: It's Not All About the Brackets in Media Sales

Mar 18, 2014 8:08:13 AM / by Kitty Malone posted in Media Sales, account management software, CRM, strategic account management, yield management, media sales analytics, Blog, account management

media madness You have accounts of all stripes. Use your media sales CRM and analytics software to plan carefully and stay on top of your game.
Miami University basketball team, 1908, Oxford Ohio. Frank R. Snyder, photographer. Miami University Archives.
Read More

Losing in Media Sales Stinks

Feb 18, 2014 9:04:00 AM / by Kitty Malone posted in ROI, Media Sales, sales productivity, marketing, CRM, Blog, account management

Don't just throw in the towel!  Give it your best shot! Don't just throw in the towel!
Tommy Gibbons, c. 1911. Bain News Service, publisher. Library of Congress.
Read More

It Takes More Than Talent and Practice to Go For the Gold

Feb 11, 2014 1:32:07 PM / by Kitty Malone posted in Media Sales, sales productivity, sales performance, CRM, media sales analytics, Blog, account management

Gold medal winners, women's figure skating, 1924 Winter Olympics. Go for the gold in media sales!
The first Winter Olympic Games were held in 1924, in Chamonix, France. Medals in figure skating (left to right): Herma Szabo (Hungary, gold), Ephel Makelt (UK, silver), Beatrice Lugran (USA, bronze).
Read More

The Tenth Day of Christmas in Media Sales: Contacts

Dec 20, 2013 9:54:12 AM / by Kitty Malone posted in customer relations management, CRM, customer service, Blog, account management, media sales process

meda sales contacts Get a web-based media sales CRM and you can kiss those stacks of ratty old file folders stuffed with account and contact information goodbye!
Folding filing folders, Boston Index Card Company, Boston, Massachusetts, 1917. Lewis W. Hine, photographer. Library of Congress.
Read More

Are You a Hunter in the World of Media Sales?

Oct 10, 2013 2:18:14 PM / by Chris Crawford posted in Media Sales, media sales, sales productivity, CRM, prospecting, media sales analytics, Blog, account management

are you a hunter in the world of media sales Are you a hunter in the world of media sales?
Hunting Season, Upper Arlington, Ohio, 1918. Upper Arlington Historical Society.
Read More

Know How Your Media Sales Movie Will End

Oct 8, 2013 10:09:18 AM / by Kitty Malone posted in media sales, account management software, CRM, strategic account management, customer service, media sales analytics, Blog, account management

It sure is easier to have access to all the history of your accounts and billing with a web-based CRM! It sure is easier to have access to all the history of your accounts and billing with web-based media sales CRM and analytics software!
ENIAC (Electronic Numerical Integrator and Computer), University of Pennsylvania, 1946. Jerry Cooke / Corbis.
Read More

Who Loves Budget Season in Media Sales? Anyone? Bueller? Anyone?

Oct 1, 2013 10:26:29 AM / by Kitty Malone posted in media sales, budgeting, Media Sales Management, CRM, media sales analytics, Blog, account management

who loves budget season in media sales? Look familiar?
Mayor John Scalzo works on the Rifle City, Colorado, budget at home, 1972. David Hiser, photographer. U.S. National Archives.
Read More

Doing More With Less in Media Sales

Sep 18, 2013 8:12:23 AM / by Chris Crawford posted in ROI, budgeting, Media Sales Management, needs analysis, CRM, strategic account management, media sales analytics, Blog, account management

A leader in media sales must provide direction to keep the team productive and efficient. University of Pennsylvania varsity crew, 1915. Library of Congress. A good media sales CRM can provide the tools a manager needs to provide direction and keep the team productive and efficient.
University of Pennsylvania varsity crew, 1915. Library of Congress.
Read More

The Dog Days of August is Budget Season in Media Sales

Aug 21, 2013 4:47:04 PM / by Chris Crawford posted in budget, media sales, Behind the Scenes in Media Sales, account management software, CRM, media sales analytics, Blog, account management, media sales process

Dog days of August is budget season for media sales Don't let the dog days of summer or a budget request get you down. Your media sales CRM will help you come up with reliable numbers.
Boy, dog and woman enjoying each other's company, Tallahassee, Florida. State Library and Archives of Florida.
Read More