What Do SMBs Want From Sales?

What Do SMBs Want from Sales?

Deliver on Promises It's not surprising that the top characteristic SMBs said they want from their local sales person is that they deliver on what they promise. While sales is not fulfillment, when setting expectations with SMBs there should be a…

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SMB Data Point Of The Week: SMBs Prefer DIY

SMB Data Point of the Week: SMBs Prefer DIY

In our current survey we asked SMBs how they like to purchase digital advertising. SMBs prefer "Do-it-Yourself" (DIY) over assistance. Only 19.4% reported preferring some type of assistance aka "Do-It-With-Me" (DIWM) or "Do-It-For-Me" (DIFM). SMBs prefer DIY because they believe it's…

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The Sales Transformation Playbook

10/23/14: Post updated to include a link to download Stacey Sedbrook's presentation this week to the Inland Press Association.  "Change is hard. It takes a lot of effort. Sustaining change is even harder." BIA/Kelsey's Stacey Sedbrook offered a sales transformation…

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The Sales Transformation Playbook

  The case for local traditional media companies to transform their sales organizations is pretty clear. For years, BIA/Kelsey has been tracking the secular shift from traditional to digital spend through both its Local Media Forecast and Local Commerce Monitor™.…

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