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Sales E Books

The Center for Sales Strategy Blog

Five Tips for a Successful Digital Needs Analysis

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You finally got an appointment with a strong prospect. Now, it is time to prepare for a successful needs analysis to make sure that all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's business, their specific needs, challenges and expectations is imperative to developing a solution that will achieve results.

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Topics: Needs Analysis, Digital, integrated media solution

How Inbound Marketing Can Create Raving Fans for Your Business

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Businesses are catching on. Those using effective inbound marketing initiatives are producing sales leads and, at the same time, establishing expertise and thought leadership in their specific industry. Those experiencing this success will tell you that it is contagious, but requires the constant sharing of quality content (in most cases, through blog posts), which attracts interested prospects to their companies.  

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Topics: content marketing, content strategy, Digital, inbound marketing

Will Your Job Go The Way Of The Dinosaur?

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Regardless of the industry you are in, there is no doubt that you run the risk of seeing your job function become extinct. Think about the travel industry. 20 years ago, who would have ever thought it was possible to book a business trip that included two different cities, multiple flights, car rentals, hotels, and more, all without the help of the travel agent?!

That’s not say that all travel agents went away, but the business certainly changed. Today we are going to look at the media industry—specifically, digital media sales managers. Make no mistake—this is not a media-specific issue. The same could happen in many industries.

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Topics: internet marketing, Digital, integrated media solution, Management

The New Word of Mouth

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Personal recommendations are a powerful thing. Good or bad, they have the power to persuade us in one direction or another. Think about it—when most of us have little to no knowledge about a particular company or product, we typically ask those whose opinions we trust: family, friends or coworkers. As we all become more and more connected, most of us have also begun to rely on digital reviews.

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Topics: referrals, Digital, reputation management

Shopping for Solutions: Delivering the Perfect Digital Advertising Target

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Mid-February is an interesting time of the year. The stores, malls, and grocery stores are jam-packed with people shopping for Valentines Day. If you like to shop, this may be paradise… heading out with all of the other crazed shoppers, trying to find that one special thing for that special someone. But if you're not into shopping, you probably want to minimize the places you have to go.

Imagine if you only gave yourself one opportunity to find that special gift—you're determined to go to only one store. Some of you would get lucky. Others might find that is it out of stock, while others find that the one store chosen never even carried that special something. So what do you do if you weren’t lucky? Since you only gave yourself one shot, you have two options—find another gift or go home with no gift.

Don’t like those options? Me either, but when it comes to digital marketing, I see salespeople and marketers do just that all the time when using ad targeting to reach their target consumer—their someone special if you will. Instead of using multiple targeting options available to them, they make the decision to hyper-target… using just one behavior, age group, or a small geographic area. Doing that is the same thing as just going into one store to find your target gift. You might get lucky and generate results, but more often hyper targeting minimizes your chances to deliver results.

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Topics: Digital, selling digital advertising, integrated media solution, understanding target audience

Finding that Ideal Prospect when Selling Digital Advertising

Selling_Digital.jpgOver the years, I've seen—and still see—a pattern with media sellers in the pursuit of prospects who welcome ideas that include digital. Selling digital as part of an integrated solution requires a certain kind of prospect that will "get" what you're talking about with respect to integrated solutions. To help navigate through your best opportunities, try these tips as you prospect and plan your approach:  

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Topics: Setting Appointments, Digital, selling digital advertising, integrated media solution