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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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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Just. Let. Go.

Nov 22, 2013 9:38:15 AM / by Kitty Malone posted in Media Sales Management, accountability, CRM, Blog, sales talent development

media sales micromanager If you're a media sales manager, learn how to successfully delegate so your desk won't look like this!
Allan Roth, 1954. Photo by Wm. C. Greene. 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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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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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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What Managers Don’t Know Can Hurt in Media Sales

Aug 7, 2013 1:57:24 PM / by Chris Crawford posted in media sales, Media Sales Management, CRM, Blog, media sales process, sales talent development

what managers don't know will hurt in media sales Delivering information to corporate about projected pending is serious business, but it doesn't have to make you and your team miserable.
Radio station WPTF meeting at the Sir Walter Raleigh Hotel, Raleigh, North Carolina, 1941. State Archives of North Carolina.
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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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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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