This document summarizes the agenda and key discussions from the Huntsville Hub Sales Meeting on August 6th, 2013. The agenda included shout outs for sales achievements, an update from the Caring AA's on important policies and guidelines, an SEC/college football season preview from Chad, and a discussion on effective daily planning and prospecting from Kyle and David. Key sales wins were recognized from Nickie Allison, Marijo Braddy, and Candy Ballenger. Chad provided a pipeline analysis and breakdown of SEC revenue by representative. Kyle and David emphasized the importance of having a strict yet flexible daily plan to stay on track and allocating time appropriately between existing and new accounts.

1. 1
Huntsville Hub Sales Meeting
August 6th, 2013

2. 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. 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. 4
Caring Words of Wisdom
Elizabeth

5. Words of Wisdom
from your caring Account Associates
Week of July 22, 2013

6. 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.

7. 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.

8. 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.

9. 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.

10. Find These Tips on Sharepoint
Sales > Documents > Words of Wisdom
OR
Sales > Sales Resource Center > Words of Wisdom

11. SFDC & SEC
Chad

12. 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

13. 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

14. Pipeline Stage Analysis
14
SEC Revenue by Rep
Rep Name Print Goal Print Actual Digital Goal Digital Actual
Sonja 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

15. 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. 16
Effective Planning and Prospecting
Kyle & David

17. 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. 18
Ever feel like Billy?

19. 19
Plan For Success
• Do you have a daily plan?
• When do you make your daily plan?
• How do you implement your plan?

20. 20
Sample ProMax Daily Schedule
8:00-8:30 Review products, ads and schedules
8:30-9:00 Review and answer emails, take care of necessary paperwork,
hub meetings etc.
9:00-9:30 Prospecting/Confirm appointments
9:30-12:00 Complete set appointments and mandatory sales calls
– Service calls, Report Reviews, “Regulars”, etc.
12:00-1:00 Productive Lunch
1:00-3:30 Prospecting , CNA’s and/or Proposals
3:30-4:00 Follow ups from earlier in the day
4:00-5:00 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. 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. 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. 23
Lagniappe
• Your Hub
• Your Questions
• Your Comments