The Center for Sales Strategy Blog

If you work for a traditional media company (TV, Radio, Newspaper, etc.) you likely have a wide range of tools to help clients reach consumers.  You have all your traditional assets and a growing set of digital capabilities.  When put together, you can create powerful tailored solutions—better than you could before digital came along, and better than a company that only has digital capabilities.  And if you are an advertiser, looking for a partner to help you reach the consumers you seek, give serious thought to how a local media company can help you achieve your goals. 

Most of us have had the experience of staring at a blank sheet of paper or empty document on our computer… and struggled mightily to come up with those first few words.

The screen stares back at you… empty. Taunting you.  Laughing at you.  You know that if you could just come up with the first few words, the rest of your document would flow onto the keyboard almost magically. But those first few words are nothing less than a logjam keeping the rest of your thoughts backed up.

You may be in B2B sales, but did you know there are consumer trends that you can use to your advantage? As a Consumer Behavior Analyst, much of my focus is on identifying consumer trends among various industries. 

Why? So businesses can better understand how to serve their consumers and ultimately, profit. Let’s not forget, we are all consumers – and it’s not something we can just turn off. Therefore, these trends may apply to consumers of your products and services (your prospects and clients).

In August, my colleague, Emily Estey, wrote about how expensive meetings can be. I am in complete and total agreement with her. I have wasted decades of my life in sales meetings, department head meetings, and promotion meetings. OK, maybe not decades, but you get the point. 

But let’s focus on sales meetings today. Sales meetings can be a useful tool for managers, if you follow these simple do’s and don'ts:

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