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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Hello, My Name is {Insert Name Here}, and I am a Hoarder

Nov 11, 2014 11:06:15 AM / by Chris Crawford posted in Media Sales, sales productivity, strategic account management, Blog

Get rid of whatever will not be useful. Old equipment from Amtrak passenger cars is piled in a warehouse. Some of it will be renovated; the remiander will be discarded and replaced with new equipment, Mira Loma, California, 1974. National Archives. Get rid of the junk.
Old equipment from Amtrak passenger cars is piled in a warehouse. Some of it will be renovated; the remainder will be discarded and replaced with new equipment. Mira Loma, California, 1974. National Archives.
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Forget About the World Cup. What's the Status of YOUR Gooooals?!

Jul 2, 2014 1:50:16 PM / by Chris Crawford posted in sales productivity, using technology, sales performance, Media Sales Analytics, marketing, CRM, strategic account management, Blog

media sales reach your goal Don't let anything stop you from reaching your goal.
Great Britain's soccer team defeated Denmark for gold at the 1912 Stockholm Olympics. Image christiansciencemonitor.com.
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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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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.
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Selling Ice Cubes During the Big Chill

Jan 6, 2014 2:46:10 PM / by Kitty Malone posted in customer relations management, media sales, marketing, CRM, strategic account management, Customer Service, Blog, media sales process

Selling Ice Cubes During the Big Chill Having trouble visiting your clients because of the weather? Keep in touch by phone or email!
Dog sled team, c.1900. Library of Congress.
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2013 in the Rear View Mirror

Dec 26, 2013 7:44:02 AM / by Chris Crawford posted in Media Sales, CRM, strategic account management, media sales analytics, Blog

media sales business analysis Even if you haven't done everything the "right" way, analyze every aspect of your business for this past year to make 2014 the best ever.
"Santa Claus" with Christmas toys on a sled drawn by white turkeys, Three Oaks, Michigan, c.1909. Library of Congress.
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The Twelfth Day of Christmas in Media Sales: Budgets

Dec 24, 2013 9:19:40 AM / by Kitty Malone posted in Media Sales, budgeting, using technology, CRM, strategic account management, Blog

media sales budgeting and planning Plant the seeds of success by using your media sales CRM to analyze sales and plan for the future.
Mrs. Mestland planting peas in her plot in a victory garden on Fairlawn Avenue, Southeast, Washington, DC, 1943. Joseph A. Horne, photographer. 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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The Third Day of Christmas in Media Sales: Reports

Dec 11, 2013 12:24:42 PM / by Kitty Malone posted in sales productivity, using technology, Media Sales Analytics, CRM, strategic account management, Blog

media sales reports Use reports to understand your present situation and make plans for the future.
Philip and Frederica Wylie listening to weather reports, Miami Beach, Florida, 1950. State Library and Archives of Florida.
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