helping media companies maximize revenue through effective sales of their multimedia assets

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Getting the Most out of Your CRM System

Thinking of implementing a CRM system?  Mike Blinder thinks that would be a wise move.  “Many media companies are implementing some form of a CRM system,” said Mike during a recent interview with  “They are realizing the need to keep track of customers and get results.” 

However, if you feel a CRM system is just another database or report generator you probably won’t reap the benefits being seen by so many media companies.  “The trick with CRM is it being used to manage customers,” said Mike.  “I’d like to see it used more as a management tool, as a coach to get the troops to do their job effectively.” 

Here are tips from the article for getting the most out of your CRM system:

Coach your sales team using the CRM by examining the metrics weekly.  “Seeing the data in black and white can help managers guide account executives to the best

Get support from the top.  Make sure that part of the training “includes talking to upper management about the importance of its role in encouraging effective use of the CRM.”

Invest the time.  Have managers take the time to understand how to use the system for their day-to-day operations.  It will become such a valuable tool, you won’t be able to manage sales without it.

Integrate into other systems.  If possible, see if your CRM system can be integrated into your company’s accounting or business systems or event email.  “Many also have mobile apps available for smartphones and tablets.”

Get trained.  Contract trainers that can provide onsite training and work with your managers and sales reps on utilizing the system in order to receive maximum benefit.

Click here to read this entire article. 

Join Mike in Chicago Nov 11 & 12 to Transform Your Local Sales Model

Inland Press Foundation in partnership with The Blinder Group will be hosting a two-day program in Chicago that will guide participants through a top-to-bottom, deep-dive into the steps newspaper advertising sales organizations must take to transform themselves for maximum success.  Transforming the Local Sales Model, facilitated by Mike Blinder, id designed to take a holistic approach to sales transformation, showing how every element of the sales process can work in concert to optimize sales force performance, customer satisfaction and product ROI. 

Featuring proven sales experts, sessions will cover everything from creating print and digital products to recruiting, training and compensating a transformed sales team to utilizing new sales tools—you’ll come away with strategies and tactics that can be implemented as soon as you get back to the office.


Transforming the Local Sales Model November 11 & 12 The Palmer House 17 E. Monroe St, Chicago

Click here for more information, including program registration and hotel reservations.

Mike Blinder Speaking at Inland's New Business Development Conference

Mike Blinder is headed to Chicago August 7 & 8 to speak at the New Business Development Conference, co-sponsored by Inland Press Association and Creative Circle Media Solutions.

 Mike will be leading a session that specifically addresses how media companies can transform their sales force, sell messages and product mix for top revenue generation.  

The conference will be held at the Seyfarth Shaw Conference Center, The Citadel, 131 S. Dearborn Street in Chicago.  Click here for additional information & to regsiter.  

Let us know if you will be there--we would love to say "hello"!