1

Huntsville Hub Sales MeetingAugust 6th, 2013

2

Agenda

• Shout outs from last week- David

• Words from your Caring AA’s – Elizabeth

• SEC/College Football Update – Chad

• Daily Planning and Effective Prospecting- Kyle/David

 

Agenda

3

• Nickie Allison closed $56.7K with Landers Chevrolet for an annual digital contract

• Marijo Braddy closed $19K with Tricom Associates for a one-month print and digital campaign

• Candy Ballenger closed Volunteers of America for $8K starting in October

Closed Won Shout-Outs!

4

Caring Words of Wisdom

Elizabeth

Words of Wisdomfrom your caring Account Associates

Week of July 22, 2013

1. SEM Cancellation Policy – This product has a 90 day opt out with a 30 day cancellation notice. This must be included in the contract or agreement that the client signs so they are aware of our guidelines.

Minimum of 90 days

30 day cancellation notice

2. Current al.com audience numbers, newspaper readership/circulation and demo profiles can be found on

the Stats References Guide located in the Marketing area of the Sales Resource Center.

3. In Sharepoint, remember to enter specific instructions for print ad billing into the “Billing Remarks & Additional Instructions to AAs” if the price is different

than what is stated on the rate card.

4. Please set realistic start dates and billing effective dates in your opportunities. When a product fulfills after the dates listed, those dates need updated in

multiple places by multiple people behind the scenes.

Find These Tips on Sharepoint

Sales > Documents > Words of Wisdom

OR

Sales > Sales Resource Center > Words of Wisdom

SFDC & SEC

Chad

Pipeline Stage Analysis

12

SFDC Pipeline Stages Defined• Opportunity Identified - Either an appointment has been secured

or the account has come to the rep’s attention for some other reason (advertising in the market, met at a business meeting, referral, etc.)

• Develop Package/Needs Analysis – This means the needs analysis has been completed and the proposal is being built

• Proposed – This means that the proposal has been completed but the follow-up/negotiation has not taken place yet (nothing should sit here for more than a week unless there are special circumstances).

• Negotiate - This means that the proposal has been presented, but that the final decision is pending. There may be modifications to the proposal occurring or we are waiting for a final decision

Pipeline Stage Analysis

13

VOLUME - Here is an example of a healthy pipeline. New opportunities are constantly fed in to the top; only 6 to 12 should be in the development process at any given time; proposed should be a very short stage – see definitions on the next slide

Pipeline Stage Analysis

14

SEC Revenue by Rep Rep Name Print Goal Print Actual Digital Goal Digital ActualSonja Greene $4,000 $18,800 $6,000 $60,000 Candy Ballenger $2,700 $0 $6,000 $32,400 Jennifer Kiehn $1,195 $0 $36,000 $40,000 Chris Story $1,195 $15,145 $6,000 $96,500 Evan Dial $5,350 $2,475 $6,000 $0 Matt Iosco $3,900 $2,200 $6,000 $0 Angie Royer $1,195 $0 $6,000 $0 Marijo Braddy $1,195 $0 $6,000 $0 Rob Bankston $1,195 $0 $6,000 $0 Dana Harper $1,195 $0 $6,000 $0

Whitley McAlister $1,195 $0 $6,000 $0

HUB Totals $48,915 $49,790 184,400 $314,400

Print – SEC Preview

Kick off the season in our SEC Preview section, the largest of the year. This full color section premiers Sunday, August 25.

Full Color 8 sections In-depth content

covering Alabama, Auburn, UAB, SEC and more

YOUR AD HERE

SEC Football Preview

16

Effective Planning and Prospecting

Kyle & David

17

Planning to Plan

A goal without a plan is a wish.-Antoine de Saint-Exupery

Failing to prepare is preparing to fail.-Benjamin Franklin

18

Ever feel like Billy?

19

Plan For Success

• Do you have a daily plan?

• When do you make your daily plan?

• How do you implement your plan?

20

Sample ProMax Daily Schedule8:00-8:30 Review products, ads and schedules8:30-9:00 Review and answer emails, take care of necessary paperwork, hub meetings etc.9:00-9:30 Prospecting/Confirm appointments9:30-12:00 Complete set appointments and mandatory sales calls

– Service calls, Report Reviews, “Regulars”, etc.

12:00-1:00 Productive Lunch1:00-3:30 Prospecting , CNA’s and/or Proposals3:30-4:00 Follow ups from earlier in the day4:00-5:00 SFDC, Proposals, Whiteboarding, Plan tomorrow’s day

A daily plan should be strict enough to keep you on track but flexible enough to allow you to respond

What does it look like?

21

• Add up the % of business your contracted accounts contribute to your total goal and then allocate ½ of that percentage of time to your major accounts. The rest of your time should go to new account development

• e.g. You have ten accounts on contract that bill 40% of your goal. Result=20% of your time will be well spent servicing/maintaining these accounts.

• If 75% of your time is spent on 25% of your revenue you only have 10 hours each week to prospect, research, conduct and close 75% of the business you need!

Rule of 1/2

22

• Ghost plan your upcoming week on Friday or over the weekend

• Plan daily(If you ghost plan before this only takes a few minutes each day)

• When you set aside prospecting time, ask yourself the 4 W’s and answer them.o When, Where, Who, Why

• Have a back-up plan

• Have a goal each day

Best Practices

23

Lagniappe

• Your Hub

• Your Questions

• Your Comments