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Selling digital media and marketing solutions to small businesses is increasingly complex. Business owners are overwhelmed by the array of choices. Sales reps are challenged to break through the competitive noise.
We will jumpstart the discussion on Aug. 28 during our free Webinar, "How the 'Paradox of Choice' Creates Opportunity for Local Media Organizations." Learn more now. |
KEYNOTE
Nathan Hanks, President, ReachLocal ReachLocal has one of the largest independent SMB sales teams in the world (aside from directory players). The publicly owned giant sells a variety of digital marketing packages that has extended beyond its roots in search to include social media, hosting and promotions. What are the lessons learned in reaching and engaging SMBs? What's next for SMB sales? President Nathan Hanks has been riding the trends and adjusting the company's vision. He'll share his deep insights into the space.
Nathan Hanks
President
ReachLocal
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SPOTLIGHT SESSION
Maximizing Local 'Independent' Sales What has worked and hasn't worked in local 'independent' sales? How can local sales better engage (and upsell) SMBs? Can local sales motivate more deals and more attractive discounts? We'll get valuable insights from Yodle Leader Court Cunningham.
Court Cunningham
CEO
Yodle |
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PRECONFERENCE WORKSHOP
Part 1: Managing the Ever-Expanding Digital Portfolio
As local media companies continue to add more digital and social items to their portfolios, how are they successfully blending their traditional and digital media products? And how are their sales forces handling this ever-expanding portfolio? We will explore evolving sales strategies, the impact on recruitment and training, and effective multimedia selling tactics.
Mike Centorani
Cofounder
Sales Transformation Now |
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Part 2: Balancing High Touch, High Frequency and Sales Productivity
Sales costs have increased with the shift to shorter term contracts, performance-based advertising programs and the need for more customer service and fulfillment duties. This session will explore how sales strategies are evolving to address the need for greater contact frequency.
Bob Sanders
President and COO
AXIOM Sales Force Development
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 You're Invited...To join the digital sales discussion before heading to Chicago for SMB Digital Marketing 2012.
Webinar
How the 'Paradox of Choice' Creates Opportunity for Local Media Organizations
Tuesday, Aug. 28, 2012
2 p.m. Eastern | 11 a.m. Pacific
Cost: FREE
Join us on Aug. 28 as we examine how today's sales consultants need to assume the role of "trusted advisor" to help buyers make informed decisions about the solutions that are best for them. Presenters: Charles Laughlin, Senior VP and Program Director, The Kelsey Report, BIA/Kelsey Bob Sanders, President and COO, AXIOM Sales Force Development BONUS: Webinar registrants will receive a discount code for $200 off the registration price for SMB Digital Marketing 2012. (New registrations only.) |
Are You an SMB Future Star? Registration and Participation Package for Qualifying Early Stage Companies
If you are an early stage company developing the next big digital marketing solution for SMBs, we want you at SMB Digital Marketing 2012! Learn more about our special registration and visibility package for qualifying startups. |
Sept. 17-19, 2012 | Chicago, Illinois Price Increases Aug. 31
The leading edge of small-business marketing innovation will be on full display at SMB Digital Marketing 2012, the latest and greatest edition of BIA/Kelsey SMB-focused events that have led the industry since 1986. Join hundreds of senior-level executives and entrepreneurs as they tackle the new environment and transform traditional media. Register today! |
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Questions? Call us at (703) 818-2425.
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