Category: White Papers

White Paper: Disruptive Sales Management through Adaptive Sales Coaching

Across the nation, sales managers are struggling.

They struggle to keep up with deadlines, with reporting, with setting and hitting goals, and with managing and motivating their sales teams. There is not enough time. And most definitely, there is no time for sales coaching.

It’s time to disrupt the way we think about managing sales forces forever. It is time for a sea change in sales management. And it’s time for adaptive sales coaching.

White Paper: What is Company Culture? And Why is it Important?

Read 4 different ideas on company culture.

Our panel of experts come from different backgrounds and have differing views of culture. However, they all agree that culture is important to a workplace. Let these experts cultivate – if you will – some thoughts on culture.

Download this white paper to read what they have to say.

Special Report: The State of TV Media Sales 2018

AdMall’s 8th State of TV Media Sales survey reveals that revenue is expected to grow despite challenges.
The state of the industry is good year over year, but there is a lot of room for improvement. 68% of managers say their sales team’s results were up in 2017 (vs. 2016), and most sales teams met or exceeded their sales goal in 2017 (only 44% came up short). As the media landscape becomes increasingly fractured and segmented, television media executives, TV sales managers and sales reps across the nation are facing similar obstacles. The free downloadable white paper is chock-full of fascinating data and information for the TV media sales industry.

Targeting the Five Types of Purchase Intent

This white paper identifies the 5 types of Purchase Intent, featuring data from SalesFuel’s annual AudienceSCAN® survey of online shoppers, digital audiences and decision makers in America. These five categories and SalesFuel PRO Tips will help business’ marketing and sales teams find new, effective ways redefine target audiences and better predict future purchase behavior.

What Your Salespeople Are Afraid to Tell You

“She doesn’t seem like he wants to help me out,” a respondent said about his manager in SalesFuel’s 2017 Voice of the Sales Rep study. “He is not around when I need him or he fails to see the importance of an issue I need his help to resolve.” These are direct quotes from two of the 725 salespeople SalesFuel polled in January 2017. And it’s what sales representatives are thinking, but aren’t telling their managers.

The Best Sales Manager I Ever Had

Got a turnover problem at work? Hate your boss or perhaps recognize you’ve hired a bad manger? What did you fail to recognize when hiring them or how can you develop and hone top management skills in existing staff? How can your HR department recognize true talent in front of them in the interview process? And how does having the right leader equal a boost in sales?

All these answers and MORE are found in SalesFuel’s free white paper entitled “The Best Sales Manager I Ever Had.”

Investing in the Sales Process – Coaching and Metrics for Success

Sales team performance impacts the corporate bottom line. New data-driven sales enablement platforms assist sales leaders with onboarding, training & motivating salespeople. They give companies control of turnover, so they can deliberately focus on the most productive members, improving retention. Learn about them in this free white paper from BIA and SalesFuel.

Automotive Marketing Messaging White Paper: 2016-17 Shopper Profile

New SalesFuel survey of car buyer purchase intent shows deals and incentives are rarely buying triggers. SalesFuel’s free white paper also shows dealer reputation can make or break the sale.

New White Paper: Ten Ways Media Sales Managers Are Preventing Sales

From SalesFuel’s 2016 State of Media Sales study, we’ve identified 10 of the things that many media sales managers are doing to prevent sales – instead of increase them. How does your team compare? Download the free white paper and find out.

New white paper “The Best Salesperson I Ever Had” identifies top six traits found in sales superstars

Small business owners speak to best salesperson they ever had: six points of differentiation that caused these salespeople to stand out from all the rest.

Beth Frederick January 4, 2016 White Papers

New White Paper: The Basics of Co-op Advertising Sales

Co-op advertising is back in fashion again among media sales reps – especially as it pertains to digital. Our AdMall team has created this four-page “quick notes” style white paper to introduce your reps to the concepts, benefits and pitfalls of using co-op funds to pay for additional advertising or digital marketing services.

Beth Frederick December 5, 2015 White Papers

New Study & White Paper: Local Media Growth in Digital Threatened by Google and Facebook

32% of media sales/executive managers finding it harder to compete with digital pureplays than just one year ago WESTERVILLE, Ohio (March 19, 2015) — The just released white paper that expands on the 2015 State of Media Sales™ survey from MediaSalesToday.com shows the continued upward trend of media sales revenues from digital. 51% of media