Today we have a guest post from Sherrie Roberts. Sherrie has been crushing sales goals and breaking records for over 20 years from local broadcast to national networks and rep firms. Serving in roles as salesperson, sales manager, General Manager and Founder.
It’s tempting to approach all prospects with the same strategies and tactics—it’s much easier and quicker to use a “one-size-fits-all” approach. But no two prospects are the same, especially the big ones.
I’ve had several opportunities to earn the business of “whales.” Two of those were company record breakers, and a few were against all odds. These experiences had three common traits that stood apart from the rest.
Things have fundamentally changed in the media industry, and I’m excited to have the privilege on November 8th to discuss why 
So you drank the inbound marketing Kool Aid and it’s the sweetest you’ve ever tasted. Your team is churning out 
Crickets. That’s what I heard when I direct dialed a bunch of sales reps to inquire about pricing, timing, delivery and credit. Here I was, flush with cash (to pay in advance of services, as the new corporation had no credit), and a very large percentage of sales reps from all industries were lax or never even bothered to call back. They literally left cash on the ground. I couldn’t believe it. I was a "call-in" with ready money.
When Boston Scientific CIO Rich Adduci attended the first iPad reveal two years ago, he instantly knew the device would be a game changer for sales and marketing teams. He described the moment watching Steve Jobs walk onto the stage like a light bulb going off in his head.
Cold calling can be an inefficient use of a sales person’s time and talent. As a manager, I want sales people spending the majority of their time on activities that are directly tied to revenue. It’s important for our sales people to be in front of clients and prospects helping to address business challenges—which is why we at Cox Media Group Louisville recently launched an 
