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How COVID-19 Changed Sales Organizations Forever

In this edition of BIA Advisory Services’ Vantage Points series, Robert Hawthorne, president of Hawthorne Search is our guest and he shares his perspective on how the pandemic will have a lasting impact on the sales process as we shift from live meetings…

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Local Strategies for Selling Digital

Local advertisers from the small local cleaners to franchisees all have a similar challenge - getting their message in front of customers on many screens and places. On average, a local business uses at least 9 different ad channels. That means working…

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What Do SMBs Want from Sales?

Deliver on Promises It's not surprising that the top characteristic SMBs said they want from their local sales person is that they deliver on what they promise. While sales is not fulfillment, when setting expectations with SMBs there should be a…

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SMB Data Point of the Week: SMBs Prefer DIY

In our current survey we asked SMBs how they like to purchase digital advertising. SMBs prefer "Do-it-Yourself" (DIY) over assistance. Only 19.4% reported preferring some type of assistance aka "Do-It-With-Me" (DIWM) or "Do-It-For-Me" (DIFM). SMBs prefer DIY because they believe it's…

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The Sales Transformation Playbook

10/23/14: Post updated to include a link to download Stacey Sedbrook's presentation this week to the Inland Press Association.  "Change is hard. It takes a lot of effort. Sustaining change is even harder." BIA/Kelsey's Stacey Sedbrook offered a sales transformation…

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