Do You Do What it Takes — Even When No One is Looking?

Apr 11, 2014 11:01:17 AM / by Chris Crawford posted in managing up, Behind the Scenes in Media Sales, CRM, customer service, client relationships

high expectations Display serious dedication at work.
Staff of the St. James Hotel, Red Wing, Minnesota, c.1890.
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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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Can YOU Be Trusted?

Feb 13, 2014 11:06:59 AM / by Chris Crawford posted in Media Sales, managing up, sales performance, accountability, CRM, Customer Service, customer service, Blog, sales talent development

image of delivery wagons Make sure there's nothing fishy about what you say you and your media sales organization can deliver.
Workers at the Goldish Fish Company in Duluth, Minnesota, going out on delivery, c.1920. Jewish HIstorical Society of the Upper Midwest.
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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 Ninth Day of Christmas in Media Sales: the Sales Funnel

Dec 19, 2013 9:10:27 AM / by Kitty Malone posted in managing up, media sales, marketing, CRM, strategic account management, Account Management, Blog

media sales sales funnel Map the direction you will take with your target accounts to move them through the sales funnel.
Fighter pilot and commanding officer checking a map in France during World War I. National Library of Scotland.
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I Think I Can...I KNOW I Can…

Sep 10, 2013 8:59:39 AM / by Kitty Malone posted in managing up, media sales, Managing Up, CRM, Blog

setting your own goals in media sales How are you going to train so that you can cross your own finish line?
Hopi American long distance runner and Olympic medal winner Louis Tewanima and Mitchell Arquette, members of the cross country team of Carlisle Indian School, after a marathon in New York City, 1911. George Grantham Bain Collection, Library of Congress.
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Don’t Make Me Pull Over This Station! Who is the Head of Your One Big Happy Media Sales Family?

Jun 14, 2013 11:11:48 AM / by Kitty Malone posted in managing up, media sales, Managing Up, CRM, media sales analytics, Blog, account management, sales talent development

head of media sales family Migrant father and daughter near Harlingen, Texas, 1939. Russell Lee, photographer. Library of Congress.
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“You Are Making Me Look Bad!”

Apr 19, 2013 11:40:54 AM / by Kitty Malone posted in managing up, media sales, Managing Up, Blog

Are you prepared to take notes during your one-on-ones? Are you prepared to take notes during your one-on-ones?
Frank Smith and secretary in his office, Sydney, c.1929. Hall & Co., photographer. State Library of New South Wales, Australia.
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Two Little Words to Escape Taxes and Your Media Sales One-on-One

Apr 9, 2013 7:43:00 AM / by Kitty Malone posted in managing up, media sales, Managing Up, CRM, Blog

Elephants never forget - do you? Elephants never forget - do you?
Mr. E.H. Bostock, possibly with Dixie the elephant." England, c.1913. Tyne & Wear Archives and Museum.
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Transform That One-on-One with Your Media Sales Manager into a Win-Win

Mar 20, 2013 8:22:53 AM / by Chris Crawford posted in managing up, media sales, Managing Up, Blog

Sit across the desk and talk. Sit across the desk and talk!
Two Treasury Department employees, c.1884. Frances Benjamin Johnston, photographer. Library of Congress.
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