<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

5 Google Analytics Access Questions and Answers

5 Google Analytics Access Questions and AnswersSenior Consultants at The Center for Sales Strategy are known for helping organizations grow their sales through training, the development of customized strategy plans, and coaching.

By facilitating digital training in many workshops, there are several conversations around Google Analytics and how it can be used to sell the results of a campaign – some are more in-depth and hands-on, while others are more introductory based on the workshop.

Keep reading for answers to the five most frequently asked questions and objections heard when discussing Google Analytics.

Topics: digital marketing selling digital advertising integrated media solution google analytics

Sell That Smoothie! (Successfully Selling Integrated Solutions)

sell-smoothie-analogyShifts in consumer behavior over the last 20 years demand that businesses use multiple platforms to reach consumers. As a result, most media organizations today understand the importance of selling Integrated Solutions – just take a look at all of the capabilities that they have to offer a business to help them achieve their desired business results!

Topics: selling digital advertising integrated media solution

5 Metrics to Measure the Success of Your Digital Marketing Efforts

content marketing metrics

As websites continue to become more and more important in the consumer journey, the need to measure the efficacy of digital marketing also increases. This is a shared burden between those selling digital media and business owners/marketers who are looking to maximize their ROI. We know that “clicks” provide an incomplete picture into the impact of digital advertising, as most users do not click on ads but still find their way to a businesses website after being exposed to ads.  

So what should we look at? Here are five metrics to help give deeper insight into the effectiveness of your digital marketing efforts.

Topics: digital marketing internet marketing Digital integrated media solution SEO inbound marketing

How the Consumer Journey Can Help You Sell More Integrated Solutions

integrated solutionsMedia sellers today have more capabilities than ever to drive results for their clients. With all of the potential options, you would think that it has gotten easier to build a solution that will drive results, right? Nothing could be further from the truth! If anything, the sheer number of solutions has made it more challenging to determine when to use what when. And with all of those capabilities, their presentations have also become longer – many filled with a multitude of product one-sheets and then a laundry list of recommended products in the recommended solution.

That is a struggle that I hear from salespeople that I work with all over the country. It’s not just determining what should be in the solution, but how to present it in a truly integrated format where it is clear why all of the components are critical to a successful result.

Topics: selling digital advertising integrated media solution sales performance Sales sales process

How to Hire a Salesperson Who Sells Integrated Solutions

hire a salesperson who sells integrated solutionsSales managers in the media space are faced with the challenge of hiring sellers who sell integrated solutions. No longer is hiring a one trick pony—a master negotiator who secures large shares of available opportunities—the recruitment and selection gold standard. Hiring great negotiators who can also develop business by selling integrated solutions is now standard operating procedure.

Topics: hiring salespeople integrated media solution Talent

Five Tips for a Successful Digital Needs Analysis

digital needs analysisYou 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.

Topics: Needs Analysis Digital integrated media solution

Is Inbound Marketing the Uber of Media Advertising Sales?

car.jpg

These days, everyone wants to be the “Uber/Amazon/AirBnB of {insert industry}” and even if they aren’t, they certainly like to say they are. While I don’t want to be like those other guys… I kind of can’t help myself here. So bear with me on this one.

It started the other day, while I was riding in a Lyft (the other Uber, in case you aren’t familiar) to a meeting here in Seattle where I live. I noticed how my driver asked me if I had a preferred route; “Do you want me to take I-5 or the viaduct? Do you have a preference?” he asked. I didn't. 

He then offered me a bottled water and asked if I had a favorite music genre to listen to, which he could turn on for the ride. The car was really clean and smelled like a pina colada, and I could tell the driver was reading my energy and mood to determine how chatty to be with me that day. 

I flashbacked to 10 minutes prior when I was wrapping up something in my home, running a few minutes behind schedule, and with a couple clicks on my phone I had a driver on the way. I could track how close they were and head out the front door to meet him almost exactly when he was pulling into my driveway. I didn't have to worry about being late because I knew exactly where my driver was and the app even provided an ETA. Plus, when the ride was over I didn't have to exchange a dollar or fumble for my credit card. I said goodbye and was walking into my meeting in seconds. 

Immediately after exiting the vehicle, my mind started to wander about how the needs that cab drivers filled 10+ years ago have drastically changed, which is obviously why companies like Uber and Lyft are so incredibly successful today. Like this (just to name a few):

Topics: digital marketing integrated media solution inbound marketing danibuckley

Selling Integrated Solutions is Easier With Inbound Marketing

integrated_lead_gen_banner.png

It seems like a lifetime ago, but I was once the Associate Publisher at Competitor Texas magazine, a 80,000 circulation endurance sports magazine. Most of my clients were either running, cycling, or triathlon events or retailers and had a website but hadn’t started to build up a sizeable presence on social media. Most hadn’t even considered using digital ads to get visitors from related fitness websites to their own site.

It was a great time to be in the media industry, and we were just beginning to see the potential of integrating digital, social, email, event marketing, grassroots campaigns and print all together into one campaign. But we had one BIG challenge: how to effectively explain this new way of thinking to potential advertisers when many of these race directors still had event registrants filling out paper registration forms and mailing them in. They were certainly not embracing new technology or uses of media very quickly and were quite resistant to any change. So how to get through to them and show them how integrated solutions work? That’s where inbound marketing came in.

Topics: integrated media solution inbound marketing media

Three Must-Know Social Media Practices for B2B Lead Generation

social_media-1-1.jpg
There is a plethora of research out there on why social media is such an important component of your inbound marketing, but what I want to share with you today are some specific ways to get started engaging and connecting with your social media audience. These will help you increase your B2B lead generation, and ultimately convert more customers. 

Topics: Social Media digital marketing Digital integrated media solution inbound marketing

5 Things Every Business Person Needs to Know About Digital Media

Digital.jpg

When it comes to digital media expertise, it's easy to feel like an expert and a novice all at once. This is mainly because there are so many advancements in digital that it's hard to know what you should be focused on with respect to digital marketing.

Topics: digital marketing Digital integrated media solution media snacking inbound marketing