Five Things We DIDN'T Learn in 2014

Dec 31, 2014 9:36:36 AM / by Kitty Malone posted in customer relations management, media sales, sales productivity, Media Sales Analytics, CRM, customer service, media sales analytics, Blog, sales management, sales talent development

planning and organization in media sales We at Efficio wish you and yours a happy, healthy, and prosperous new year!
All female band performing at a New Year's celebration, Fort Lauderdale, Florida, 1969. Roy Erickson, photographer. Division of Library & Information Services, Florida Department of State.
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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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The Most Dreaded Name in Media Sales

Nov 18, 2013 4:04:34 PM / by Kitty Malone posted in Behind the Scenes in Media Sales, CRM, Blog, sales management

are you a media sales micromanager? Do you keep your eye on every single solitary ball no matter who's at bat?
Manager William J. Clymer, Buffalo, International League (baseball), 1913. Bain Collection, Library of Congress.
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College Football and Media Sales — Two Great Things That Go Great Together

Oct 18, 2013 2:38:17 PM / by Chris Crawford posted in ROI, media sales, CRM, media sales analytics, Blog, sales management, sales talent development

college football and media sales Do you help your sales team move the ball down the field?
A-Day Game football scrimmage for University of Alabama, with coach Nick Saban analyzing every move. Tuscaloosa, Alabama, 2010. The George F. Landegger Collection of Alabama Photographs in Carol M. Highsmith's America, Library of Congress, Prints and Photographs Division.
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Who is Leading Whom in Your Media Sales Organization?

Aug 28, 2013 10:33:06 AM / by Chris Crawford posted in media sales, Media Sales Management, CRM, Blog, sales management, sales talent development

who's leading whom in your media sales organization The leader of a successful organization coaches individual members of the team to help them reach their potential.
Buffalo team, International League, 1915. Bain News Service, publisher. 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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Don't Be a Media Sales Airline

Jul 16, 2013 7:43:42 AM / by Kitty Malone posted in Media Sales, media sales, yield management, customer service, Blog, sales management

don't be a media sales airline Are you giving your customers a fair price for add-ons?
Pacific Southwest Airlines flight attendants. San Diego Air and Space Museum Archive.
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5 Ways Media Sales Managers Can Avoid the Summertime Blues

Jun 25, 2013 4:56:40 PM / by Kitty Malone posted in media sales, using technology, Media Sales Management, Blog, sales management, sales talent development

media sales managers beat summertime blues Have a Christmas in July sales meeting to brainstorm ideas for a holiday promotion!
Santa Claus at the beach, Panama City Beach, Florida, 1956. Francis P. Johnson, photographer. State Library and Archives of Florida.
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Why Are All My Clients Such Jerks?

Jun 18, 2013 3:39:17 PM / by Kitty Malone posted in media sales, customer satisfaction, CRM, strategic account management, Customer Service, customer service, Blog, account management, sales management

How long do you make your clients wait? How long do you make your customers wait?
Passengers in the waiting room at the Greyhound bus terminal at five a.m., Chicago, Illinois., 1943. Esther Bubley, photographer. Library of Congress.
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Why an Industry-Specific CRM Provides Better ROI

Jun 12, 2013 2:07:59 PM / by Chris Crawford posted in media sales, using technology, CRM, customer service, Blog, sales management

industry-specific CRM provides better ROI Sometimes you can't find exactly what you want at the store; you need something that fits perfectly!
Arthur Lederer is shown modeling an ambassador's uniform for a gala made by Lederer at his tailoring business in Vienna in the 1930s. The Australian National Maritime Museum.
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