How do you measure digital sales success? 3/24/14

By John Reetz, Media Solutions Partners

Our company did a survey recently for a client, and one of the questions was "how do digital sales fit into senior management compensation formulas?" Here are representative anecdotal responses from sales managers at a variety of papers.

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How can I set myself up for success in 2014? 12/4/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

I would recommend having an "advertising review" meeting with each of your current clients. Did you hit the metrics that you previously discussed? Did you succeed with some efforts and fall short of the metrics with others?

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How do I deal with objections to online advertising? 10/23/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

The first step in being able to do this is by making sure your salespeople know your product inside and out so they can anticipate objections. This means that they should not only learn your value proposition in detail, but learn what objections the prospects may have to the sales pitch.

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How do I gain a bigger share of online revenue? 10/10/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

The first step toward making any sale is building the relationship. People buy from those they know, like and trust.

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