On-Demand Webinar: Accelerating 4th Quarter Media Sales Revenue

C. Lee Smith (President and CEO of SalesFuel) and Tom Buono (Founder and CEO of BIA Advisory Services) share insights and identify opportunities for growth as the recovery takes hold in the second half of 2020 and into 2021. They will forecast the post-COVID-19 local advertising rebound by examining the economic outlook and the drivers influencing consumers and advertisers. They also share insights on which verticals have the greatest potential for local advertising; how it will vary between markets and for various media types; and how to take advantage of a rebound late this year after the 2020 1st and 2nd quarter downturns.

On-Demand Webinar: Selling Digital Marketing Services to Local Businesses

Company decision makers want to be approached by informed salespeople that understand their line of business and relevant ideas to help them increase revenue. This webinar examined how to prepare to sell local digital marketing by examining 5 key factors like company types, ad preferences, demographics, verticals and selling strategies. Lisa Rigsby (SalesFuel) and Rick Ducey (BIA) shared strategies and tactics. Broadcast executives Stephanie Slagle (Graham Media Group) and Mike Hartel (Alpha Media) both shared digital success stories.

On-Demand Webinar: Sales Hiring Mistakes to Avoid in the COVID-19 Economy

In today’s COVID-19 economy, EVERY sales position counts! The good news is there has never been a deeper pool of talented salespeople to choose from in the past 10 years. The bad news is there have never been more toxic salespeople on the market. Is your hiring process geared for the unique challenges of hiring the right salespeople? During this webinar, Lee will share the latest research on sales hiring and insights from his new book Hire Smarter, Sell More!, including: The mindset of top sales performers and what to look for in the hiring process and the ”Four Fits” that should determine your top finalists.

On-Demand Webinar: 2020 State of Media Sales

What’s on the minds of local media sellers as they operate in a post COVID marketplace? Where do they expect to find ad revenue? What verticals will have the most potential in Q3 and Q4 in 2020? This webinar shares findings from the April 2020 study of media sales professionals about the past year and current, unusual conditions — plus BIA's latest post COVID estimates. The expert panel of C. Lee Smith (SalesFuel), Lisa Rigsby (AdMall) and Celine Matthiessen (BIA) provide analysis and good news for media sellers.

On-Demand Webinar: Is Your Sales Team Ready for the Post-Lockdown Recovery?

Stay-at-home orders in response to the coronavirus pandemic have shut down at least a quarter of the U.S. economy. As these restrictions are gradually lifted, sales activity will increase. Sales managers must prepare their teams for success during the choppy months ahead. While many challenges lie in our way, there are also many new post-lockdown opportunities. During this webinar, Lee will share the latest data and his insights on how COVID-19 has become a game changer for 2020 and beyond and the seven essential elements every recovery strategy must have for maximum revenue in the second half of 2020 and into 2021.

On-Demand Webinar: Navigating the Local Ad Marketplace During the Pandemic

The COVID-19 pandemic will have a profound impact on the local advertising landscape this year. Join SalesFuel and BIA for on-demand viewing of this webinar. The CEOs of both firms, along with special guest Jeffrey Hayzlett, share their years of experience and combine their insights to identify valuable local market trends and opportunities for local sales efforts during economic crisis. They will concentrate on the three categories that have recently experienced the largest growth: Home and Trade, Legal, and Financial businesses and share the methods they have developed to help media sellers support local businesses.

On-Demand Webinar: Why You May Not Want to Hire that Apparent 'Sales Superstar'

When hiring a salesperson, things are not always what they appear. They’re quick to tell you about the companies they’ve worked with or all the contacts they’ll bring. They may even have some positive numbers from their past. You might think you’re hiring a rainmaker, but if you’re not careful, all you'll get are storm clouds. During this webinar from Sales & Marketing Management magazine, you’ll learn about new research on what most sales managers look for in a new hire vs what they SHOULD look for; how to discover a diamond in the rough; and tips for bolstering your hiring process so toxic candidates don't slip through.

On-Demand Webinar: Protect Yourself Against Hiring Toxic Salespeople

Watch Gerhard Gschwandtner, Founder and CEO of Selling Power, and C. Lee Smith, CEO of SalesFuel as they discuss: the potential damage that can result from hiring just one toxic salesperson to your team; how to reduce the risk of committing such a costly hire [and often costlier fire!]; and the “Unlucky 13” personality types for sales teams, and how to defend yourself against the harm they can cause.