Category: White Papers

What your salespeople are afraid to tell you

What Your Salespeople Are Afraid to Tell You

It seems like most managers have forgotten the mentorship part of their jobs – if you listen to the voice of the sales rep. “He 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. Download this free white paper now!

SalesFuel BIA Kelsey sales enablement platforms

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.

SalesFuel shows how small businesses can take advantage of Small Business Saturday 2016 - AudienceSCAN report on Small Business Saturday Shoppers

Small Business Saturday Shoppers 2016: Helping Small Businesses Compete with Big-Box and Online Giants

SalesFuel’s most recent AudienceSCAN survey found 23% of U.S. adults shopped at a locally owned business on Small Business Saturday. This demonstrates a negligible drop from 23.5% in the 2015 AudienceSCAN survey. A bigger dip occurs, however, when we look at 2014 data – when 28.7% of Americans said they shopped small. Are small businesses doing enough to promote this holiday-shopping day?

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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.

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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.

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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
Co-op 101 White Paper from AdMall

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
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Small Business Saturday More Lucrative Than Ever for Local Merchants

AudienceSCAN‰’s annual ‰Small Business Saturday Shoppers 2015‰ white paper clearly shows small and medium-sized businesses that planning for, and participating in, this national event can yield lucrative results. The paper contains fresh data from an annual survey of more than 14,000 consumers, revealing cutting-edge information in the hearts and minds of those most likely to be this year‰’s best customers.

State of Media Sales White Paper

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