Original post amended March 29, 2023: The 12th Annual State of Media Sales Survey concluded in February 2023 and included 496 media sales reps and managers from broadcast TV, cable TV, radio, newspapers/magazines, direct response, and those who have more…
In discussions with our clients, we're seeing many organizations struggling to hit their sales numbers. Sales leaders are wondering about the lingering impact of COVID, the economy, culture and other factors are affecting their sales team. Recruiting, retaining, compensating sales…
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…
During the webinar, Navigating the Local Ad Marketplace During the Pandemic, BIA's Thomas Buono (CEO and Founder) and Rick Ducey (Managing Director), along with C. Lee Smith, President/CEO of SalesFuel and Jeffrey Hayzlett, Chairman of C-Suite Network and Primetime Television…
This week BIA's Thomas Buono (CEO and Founder) and Rick Ducey (Managing Director) were joined (virtually) by C. Lee Smith, President/CEO of SalesFuel and Jeffrey Hayzlett, Chairman of C-Suite Network and Primetime Television & Podcast Host in a webinar to…
With tomorrow's dawning, California will rumble as the epicenter of yet another seismic event. This time it'll be shifting tectonic plates in the data and marketing world that'll spin the dial on the Richter Scale. The California Consumer Protection Act…
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…
No one goes into a sales transformation process thinking it will be easy. Yet nearly everyone underestimates just how hard it will be. Join BIA/Kelsey and BuzzBoard, along with special guests from the front lines of digital sales transformation for…
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…
Today's impatient, demanding, empowered and mobile-first consumer has an attention span that rivals that of a goldfish and expectations that would make any diva blush. Today's consumer wants its information fast and mobile optimized, and has developed very high standards for service…
What are the best ways to tackle the perennial local challenges of fragmentation and churn? YP is a company with lots to say on this topic, and it holds important lessons for innovating and restructuring in disruptive times, as we covered…
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…
The Local Search Association recently reported that that small businesses on average get 17 sales calls a month, and answers 6 of them. In our current 2015 Local Commerce Monitor ™ (LCM) Wave 19, we have two new questions about…
One of the great challenges in selling digital services to SMBs is that relatively few SMBs go shopping for these products. These products need to be sold by outbound sales channels. Making these channels more efficient is a big opportunity…
Traditional media companies struggle to find the right formula for digital sales. The challenge isn't really about deciding whether to go with a pure digital only approach v. relying completely on existing legacy sales resources. The decision matrix is much…
One big trend we are seeing in our Local Commerce Monitor (LCM) findings is that low-spending SMBs are taking advantage of the lower price levels of digital and social media and reducing their overall ad spend. This has big implications…
Many traditional media companies struggle with how to build their digital sales organizations. Should they recruit a digital only sales force -- and if so, what are the pitfalls and best practices? If an organization chooses an integrated model --…
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…
BIA/Kelsey announced today that veteran sales leader Stacey Sedbrook has been named VP of Strategic Sales Consulting. Below is an interview with Sedbrook that reveals some of her topline thinking. Q. Sales force transformation is a buzz phrase that a…
BIA/Kelsey announced today that veteran sales leader Stacey Sedbrook has been named VP of Strategic Sales Consulting. Below is an interview with Sedbrook that reveals some of her topline thinking. Q. Sales force transformation is a buzz phrase that a…
