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The Year of Sales Excellence: Increase Your Digital Sales & Closing Ratios – Part 8 – Q&A

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Dream Local Digital Founder and CEO, Shannon Kinney, answers LIVE broadcaster questions! In this session:

  • How can I stay motivated?
  • How do the best sellers really see digital options?
  • How important is it to properly target the advertisers best customer demographic?
  • What are your favorite online media platforms for getting customers into a car dealership?
  • Do you have any suggestions for the best way to leverage my TV audience to help a client’s online campaign to be more successful? They currently use Facebook and OTT.
  • We are going to start selling social media advertising through our radio station. We have a great website that we sell, but how do we monetize Facebook? Do we break it down by posts, by followers, by likes, or some other way?
  • Which CRM would you recommend for broadcasters?
  • What do you believe are the best local categories to prospect for digital revenue?
  • So much of our business world is driven by hot and new, but passing, fads. Do you have a methodology for linking products to client needs?
  • Shannon, your cat is a great example of touching peoples’ heart strings! How can we genuinely touch the heart of our prospects and clients during our sales efforts?

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The Year of Sales Excellence: Achieving Sales Excellence – Part 8 – Q&A

The Year of Sales Excellence: Achieving Sales Excellence – Part 8 – Q&A

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Chris Fleming, President of CD Media Consulting, takes LIVE broadcaster questions! In this session:

  • What do you find keeps many salespeople from sales excellence?
  • Is excellence achievable by everyone or just a few?
  • When is it ok to bypass an agency and just go directly to the client?
  • When it comes to hiring, what do you really look and listen for when trying to find someone who will fit your culture?
  • Is sales an easy way to make money or is it hard work?
  • How do you stay self-motivated when sometimes you don’t feel you get that from your work culture or clients?
  • When do you know that it is a good time to drop a client? New customers are so hard to get anymore and I don’t know if my manager will be happy with me making that decision.
  • My station offers SO MANY different options from on-air to digital to social media to events and the list goes on. I like your suggestion to make things simple for the advertiser, but how do you decide which products are the best match for them?
  • Do you think it’s possible to take someone who is not serious about solving a business problem and lead them into becoming serious about it?
  • As a manager, what is the best way that you have found to lead your team into some of these habits? Would you tend to focus on them all at once or is it better to spread out these disciplines over time?
  • How do you help prospects who won’t make a decision get to “yes”? It can take a really long time. How much time is too much time?
  • I have just started in sales. Any advice for someone who is very new to this industry?
  • Could you share your thoughts on what your favorite CRM is?
  • Our station is smaller and family owned. I am the Assistant General Manager and a veteran seller. It’s very tough to do both, but I think I’m pretty good at time management which helps. What is something you would recommend to help me become more excellent?
  • Referring to your client contact recommendation of 10-15 touches per 30 day period. What is your routine for those 10-15 touches adding value to the client and not offending them?

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