What is My Time Worth?

Dec 18, 2014 10:23:49 AM / by Kitty Malone posted in media sales, Yield Management, CRM, strategic account management, client relationships, media sales process

prioritizing time and clients in media sales How do you prioritize your time and decide who's first in line?
Lining up for baseball seats, Pittsburgh, 1912. Bain News Service, publisher. Library of Congress.
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The Price is Right – If You Can Get It

Oct 29, 2014 12:55:27 PM / by Kitty Malone posted in inventory, using technology, reach and frequency, Yield Management, bump rate, Blog, media sales process

supply and demand How much did scalpers sell those tickets for?
Jim Cox, holding his All-Star ticket, July 1952. Library of Virginia.
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Which Came First − The Music or the Sale?

Oct 21, 2014 9:43:25 PM / by Kitty Malone posted in inventory, Media Sales, AMR, AUR, yield management, Blog, media sales process

media sales departments and programming staff have to work together for success Sales and programming - two great things that go great together.
Representing radio station KOME, Tulsa, Oklahoma, late 1940s. Photo, www.tulsagal.net/2010/08/kome-revisted.html.
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Do Your Media Sales Clients “Get” You?

Aug 26, 2014 5:03:17 PM / by Taylor Snow posted in customer satisfaction, marketing, Customer Service, yield management, Blog, media sales process

do you media sales client get you People "get" Southwest. Do your customers easily understand your product?
A Southwest Airlines flight attendant, 1972 (i.imgur.com)/em>
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Flying By and Flying High in Media Sales

Aug 15, 2014 8:43:43 AM / by Kitty Malone posted in customer relations management, media sales, customer satisfaction, Customer Service, Blog, media sales process

Do you make your key media sales clients wait in line? Do you make your key media sales clients wait in line like everybody else?
Passenger lobby at San Francisco International Airport, 1954. SFO Museum 2011.032.0406. http://www.flysfo.com/about-sfo/history-sfo.
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A Fresh Pair of Eyes Can Help Even in Media Sales

Apr 29, 2014 12:19:45 PM / by Kitty Malone posted in marketing, Customer Service, customer service, Blog, media sales process

media sales customer support You might have too much baggage!
American women's jazz band, the Ingenues, Central Station, Sydney, late 1920's. Sam Hood, photographer. State Library of New South Wales, Australia.
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What Kind of Media Sales Animal Are YOU?

Mar 25, 2014 9:06:59 AM / by Kitty Malone posted in Media Sales, sales productivity, customer service, Blog, media sales process

media sales animal Are you a media sales cat?
"Cat posed with Mexican serape” is part of the Lawrence T. Jones III Texas Photographs collection, held by SMU’s DeGolyer Library.
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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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What Game? Media Sales Lessons from Super Bowl Commercials

Feb 4, 2014 12:40:28 PM / by Kitty Malone posted in Media Sales, marketing, CRM, customer service, Blog, media sales process

Clydesdale horses brand Bud Anheuser-Busch's Clydesdale connection to the Budweiser brand traces back to 1933 when August Busch Jr. surprised his father by having the majestic horses parade down a St. Louis street carrying beer to celebrate the end of Prohibition. This 1933 photo shows a six-horse hitch pulling a loaded wagon with the St. Louis stables in the background. (Anheuser-Busch)
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Use Your Power for Good

Jan 20, 2014 9:03:31 AM / by Kitty Malone posted in Media Sales, media sales, broadcast media, CRM, customer service, Blog, media sales process

MLK Day service volunteers Whether you are volunteering to make your community stronger, or are serving your clients, we at Efficio wish you a meaningful MLK Day.
AmeriCorps members packing care kits for deployed U.S. service members, wounded warriors, and veterans at the DC Armory, National Day of Service, MLK Day, 2013. Corporation for National and Community Service Photo.
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