Hi. I’m Doug Lessells. On behalf of everyone at SalesFuel, we welcome you to this month’s featured Sell Smarter Award — where we honor excellence in media sales. Leah Harrelson, account executive at Spectrum Reach, has been on fire recently. Since the beginning of 2020, the veteran media sales rep won three AdMall Sell Smarter Awards, totaling over $150,000. For this success story, she approached a local recruitment agency with her favorite AdMall tool at her disposal.

How to Close the Deal with a Recruitment Agency

“The [recruitment agency] had never run TV advertising before, so having the AdMall AudienceSCAN information was pertinent to show them why TV/​STTV etc., [is effective] over other means,” said Harrelson.

“I have been using AdMall for over five years and the AudienceSCAN is my favorite. By using the AudienceSCAN for “Better Job Seekers,” I was able to gain data and align the strategy with a marketing plan that will make a difference for them.”

“I sold them a digital element that was streaming, paired with their traditional targeted television. And their ‘we’re hiring’ campaign is already working, with just one month under their belt. They are getting applicants and they are asking what we can do for their other plants.”

The three-​month hiring campaign Harrelson designed was agreed on for $21,000. She has guidance for other sales reps looking to get up and running with AdMall.

How AdMall Helps

“Identify an area of business you are comfortable calling on and then go to AdMall,” said Harrelson. “I have had several times when I have walked them through and ended up with data to back up a conversation with a list for them to call.”

And what does Harrelson credit her multiple sales success awards with?

“AudienceSCAN’s response data drives my [sales successes], so that is a must have. If you have a market plan that works for recruitment you can also go to, let’s say AudienceSCAN for furniture manufacturing, pull a local account, smile and dial. It really is a one stop shop.”

To read more about this winner, along with submitting your own story for a chance at a Sell Smarter Award, please visit SalesFuel​.com/​SSA.