Posts Tagged ‘small and medium businesses’

The Last Frontier: The Sales Call

Tuesday, February 26, 2013

Lately, I’ve noticed that my conversations with sales leaders and practitioners in the local media space have taken on a new theme.  A last frontier if you will.  And what is that frontier?  It is the sales call itself.

Many media organizations have already transformed their sales structures with the addition of client support specialists to attend to the “24/7” optimization opportunities inherent with new media.  They have tested digital only versus traditional sellers.  Many have transformed their tool set by giving sellers i-pads pre-loaded with value presentations and collateral.  And most have transformed their sales forecasting and productivity management by implementing CRM systems.   Now attention is turning to the final frontier – the conversation between buyer and seller and how it is in need of a transformation all its’ own.

Kimberly Senior, Executive Director, is driving such a transformation at AT&T Business Solutions, which is producing improved sales results and customer relationships.

We have invited Kimberly to our conference in April to share her evolving story. AT&T Business Solutions might seem like an odd choice at a local media conference but their story is relevant and their success is keenly measured to assure an outstanding ROI.

AT&T Business Solutions has seen the same technological disruption in their landline business as media companies have seen in theirs.  Like media companies, they are also experiencing an increasing number of new and traditional competitors creating what appears to be a commoditization of the marketplace.   But perhaps most importantly the majority of customers that AT&T Business Solutions calls on is exactly the same customer local media companies speak to each day – the SMB community – and they are responding to the new conversations.

Don’t miss the opportunity to hear Kimberly speak about AT&T’s success at our Search Starts Hear Conference at Planet Hollywood in Las Vegas, April 13-16.

Live-Blogging from BIA/Kelsey’s SMB Digital Marketing Conference 2012

Friday, September 14, 2012


I’m off to Chicago on Sunday to attend BIA/Kelsey’s highly anticipated SMB Digital Marketing Conference 2012, taking place Monday-Wednesday at Hyatt Regency McCormick Place.

As in previous years, I’ll be live-blogging the various expert speakers and panelists as they discuss opportunities for small- and medium-sized business to increase their investment in digital marketing and experience strong return-on-investment.

Two sessions I’m really looking forward to include:

  • Managing Ever-Expanding Digital Portfolio Panel: Mike Centorani, cofounder, Sales Transformation Now, and Bob Sanders, president and COO, Axiom Sales Force Development, will discuss how local media companies are successfully blending their traditional and digital media products. The panel will explore evolving sales strategies, impact on recruitment and training, and effective multimedia selling tactics.
  • Presentation by Fred Haung, manager, Partner Relations, Facebook: Haung, who previously led SMB marketing for Google in China, will discuss Facebook’s SMB initiatives.

There is still time to register, so don’t miss this great opportunity. You can check out the full agenda here and follow along throughout the week on the virtual conference website or with hashtag #SMBDigital on Twitter.

If you’re attending and get a chance, come by and say hi!  See you in Chicago.

Check out BIA/Kelsey’s SMB Digital Marketing 2012 Conference – September 17-19, Chicago

Tuesday, August 14, 2012

Next month in Chicago, BIA/Kelsey will be hosting its annual conference for innovators, influencers, and investors in the digital marketing space. The SMB Digital Marketing 2012 conference will focus on small and medium sized businesses’ increased investment in digital marketing and their greater appetite for ROI-based strategies.

Leaders from local search and social media will be discussing what the changing landscape means for firms in those spaces.

Head over to BIA/Kelsey for a full agenda and list of speakers.


SMB Digital Marketing 2012
September 17 – 19, 2012
Hyatt Regency McCormick Place


I’ll be there and will be blogging from the event, hope you’ll be joining the Local Search team in Chicago!