Key Takeaways
Set Your Sales Goals
Setting a high goal total for your Best Of is great – but that big number can be daunting to even the best sales team. Set out sales goals for each phase of your ballot. Then break those down into monthly or weekly targets. The more you can break these down, the more attainable they’ll be to your team.
Sales Packages
Keep your sales packages simple. The more value you show, the more you can charge. Ensure your team always knows the value of your Best Of when you provide specific sales materials for each phase of your ballot. Train your sales team on how to explain the value and benefits of each ballot package.
The Pitch
Do everything you can to ensure your sales team’s success. When it comes to pitching your sales packages, provide them with a script they can customize that highlights the benefits of being a part of your Best Of. Each phase of your ballot should be presented in a different way, so create scripts for each stage.
Overcoming Objections
Even if your sales team has a great package and a perfect pitch, some advertisers will likely still object. Gather your team together and talk through the most common objections your team gets. Rehearsing your response to an objection is the best way to feel confident in your response.
Related Articles
Julie is the Senior Customer Success Manager at Second Street and a former client in local media. Her best advice for driving the most success with your revenue and audience engagement strategy is to include promotions in every business initiative.