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.

WGXA’s Johnny Thomas has been selling media for over 20 years, but just started using AdMall less than a year ago. 

It was during this time he approached a local community bank and came across a prime selling opportunity. 

“They specialize in being a local bank where relationships matter,” said Thomas. “This is a corporation, so there are no owners. Traditionally, they have done billboards and TV advertising, [but have] never done digital. The Marketing Coordinator is young and felt they need to have a bank with a digital presence.” 

Thomas immediately knew where to turn in AdMall to get the research he needed to come up with his pitch for this client. 

Thomas was able to leverage AdMall’s AudienceSCAN data for Potential Bank Switchers, to show where this audience had last seen or heard advertising that led them to take action. Also, he used the Digital Audit to show the potential client their current digital footprint and where they could most improve. 

The client was sold. They agreed a year-​long contract that consisted of OTT, social media, search, audience extension. 

When it was all said and done, Thomas closed his sale for a total of $60,000.

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.