Alina McComas, on December 6, 2022
As we get ready to roll in the new year, selling digital marketing solutions will continue to be a top priority and requirement for success.
To say there is one thing that will influence your success or failure at selling digital marketing solutions is a fairly bold statement… and I am going to make it.
Alina McComas, on November 15, 2022
Digital sales teams today have to know more than how to sell. They need to understand how to develop integrated solutions that produce the business results the accounts they work with want. And they need to have the talent to be successful.
If you are in the process of building a digital sales team or upgrading your current team, here are five things you should consider.
Alina McComas, on November 1, 2022
I will often hear sales managers confess that their most tenured, and sometimes best traditional sellers, struggle when it comes to selling more or higher value digital solutions.
As consumers spend more time with digital media and digital marketing budgets increase, it is no longer viable to have your best sellers not participating or fully participating when it comes to digital sales.
So, what is the best way to help your most talented sellers who haven’t found their digital groove?
Alina McComas, on October 11, 2022
This is a great time of year to be a sports fan.
Baseball playoffs are here, and every weekend brings a full slate of college and pro football games. Every game has its own set of stats to follow, but just looking at the stats the following day doesn’t necessarily tell you who won the game.
In baseball, the team with more hits is not always the winner. In football, the winning team could have fewer total yards or more turnovers. While the stats can provide you with an educated guess of who the winner is, they don’t tell the full story of the game.
Digital advertising is very similar if you think about it.
Alina McComas, on October 4, 2022
It's always surprising to me how few sellers conduct an audit of a prospect's website and social media presence prior to meeting with a prospect.
This simple step doesn’t need to take a lot of time, but it will go a long way to help prepare you to ask better, more knowledgeable questions about the prospect, their business, and what might be important to them.
The Center for Sales Strategy, on October 21, 2021
Over the years, we've seen a pattern with media sellers to 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.
Matt Sunshine, on November 7, 2019
Every business wants raving fans; consumers that are so overwhelmed with great customer service that they can't stop talking about your brand. This is particularly important if your business has a relatively long sales cycle. If prospects take their time to research different offerings, building brand awareness and trust is big.
And, 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's contagious, but requires the constant sharing of quality content, which attracts interested prospects to their companies.
So how do you get consumers to not only know about your brand, but like your products and services enough to engage with your company frequently, and rave to others about you?
Alina McComas, on March 29, 2018
Product-focused training and sales skill training - both are important to increase the knowledge and expertise of a sales team, but which is more important? Which has the larger impact? Before I answer that question, let me define the differences between the two to make sure that we are all on the same page.
Alina McComas, on February 22, 2018
You finally got an appointment with a strong prospect. Now, it is time to prepare for a successful digital 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.
Alina McComas, on January 29, 2018
Over the past couple of weeks, I have had several account managers ask me questions surrounding a digital client needs analysis. Everyone wanted to know those three or four questions that would magically give them everything they needed to put together a fool-proof digital solution. The truth is: there are no magical questions.
There is nothing special about a digital client needs analysis. When selling digital advertising, you need to learn about your prospect's business, their competition, and their primary business challenges.
