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.

Being part of a sales team doesn’t just entail being on the front lines shaking hands. Plenty has to take place behind the scenes before that first cold call ever takes place. And no one knows that better than Crystal Bass, a Client Development Strategic Specialist at Comcast Spotlight.

“I work in a department called Client Development for Comcast Spotlight that helps AEs sell local and regional cable TV ad time by putting together research backed proposals,” said Bass.

As part of her duties, Bass spends much of her time using AdMall and is therefore an expert with the product.

“I use AudienceScan reports, showing how television and video are the top place that [drive consumer responses to ads] in the past month or year,” said Bass. 

“I also use distance they are likely to travel to point out to them the importance of their backyard and how we can specifically target zones, neighborhoods, or primary market areas as a reason we need to be a part of their media play.”

Bass’s focus has been on automotive dealerships, an industry that is driven by data. She added that, thanks to AdMall, over the past year she has closed new sales, brought back clients from potential cancellation, and received more shared revenue or encouraged clients to add commercials in other campaigns.

When all was said and done, Bass helped secure more than $100,000 in increased sales revenue for Q1 of 2019.

Congratulations to Crystal, along with the other Sell Smarter Award recipients: Michelle Rutledge of the Journal Star and Jess Rackley of the Record Courier.

To read more about these winners, and to find out how to submit your own story for a chance at a Sell Smarter Award, please visit SalesFuel​.com/​SSA.