Traditional media companies struggle to find the right formula for digital sales. The challenge isn't really about deciding whether to go with a pure digital only approach v. relying completely on existing legacy sales resources. The decision matrix is much…
Many traditional media companies struggle with how to build their digital sales organizations. Should they recruit a digital only sales force -- and if so, what are the pitfalls and best practices? If an organization chooses an integrated model --…
Clark Gilbert is a respected authority on digital transformation -- he's studied it at the Harvard Business School and he's put his ideas into action at Deseret Digital Media. Today at BIA/Kelsey's Leading in Local - Interactive Local Media conference…
Clark Gilbert is a respected authority on digital transformation -- he's studied it at the Harvard Business School and he's put his ideas into action at Deseret Digital Media. Today at BIA/Kelsey's Leading in Local - Interactive Local Media conference…
No one media organization has completely solved the challenge of traditional to digital sales transformation -- but there is an emerging set of common traits and best practices. On Tuesday, we presented some of these elements on a Local…
The case for local traditional media companies to transform their sales organizations is pretty clear. For years, BIA/Kelsey has been tracking the secular shift from traditional to digital spend through both its Local Media Forecast and Local Commerce Monitor™.…
HubSpot SVP Mark Roberge provided four main points to frame best practices in sales training today at BIA/Kelsey's Leading in Local conference. This was the encore performance after Roberge's highly rated appearance at the SMB conference in September in Austin.…
Businesses today have access to far more information on the products and services they buy, a long-term trend that is having a profound impact on local sales, making its success much more dependent on science than art. Selling increasingly is…
BIA/Kelsey has just published a Briefing that examines HubsSpot Sales SVP Mark Roberge's presentation at last month's Leading in Local: SMB Digital Marketing even in Austin, TX. By all accounts, the 15-minute presentation was a clinic in how a local/SMB…
Last week we held a big 3 day conference in Austin on the changing world of SMB digital marketing. It was an awesome turnout, solid speaker lineup and lots of takeaways. Check out our session-by-session blog coverage. To stay true to…
CTOs are having the most interesting conversations at legacy media companies - or at least, that would be the conclusion of a stimulating dialog that took place last week at Leading in Local: SMB Digital Marketing between BIA/Kelsey's Charles Laughlin,…
The topic of sales transformation is a key issue for the media segment, and BIA/Kelsey brought to the stage four key media companies who have taken a more measured and systematic approach to focusing their sales teams on the new…
Much of the social media conversations we have at BIA/Kelsey deal with progress in the monetization of social, building social media solutions for small-business advertisers, or how social is being infused throughout local media. We are beginning yet another conversation…
Members of Generation Y, defined as those born since the early 1980s, have earned a very specific workplace reputation. Some characteristics associated with Gen Y include a need for ongoing recognition and positive reinforcement (the result no doubt of coddling…
Companies that are successfully transforming their sales teams to serve a fast changing local and SMB marketplace tend to follow a common set of best practices. These include a focus on customer-driven key performance indicators, a heavy reliance on data…
Over the past few months, BIA/Kelsey has been looking at various SMB-focused sales approaches among both traditional media players and digital pure plays. Our objective was to establish a common set of best practices. We discovered early on that the…
