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Region Rankers
Current Rankings to Budget
It's time for the FINAL PUSH for Q2! We need to go all-in over the next two weeks to close deals, keep deals on the books, get creative finalized, etc.
First HALF BUDGET GAPS
This is where it gets real. We have significant gaps for the first half to tackle. Some had a great Q1 and a bad Q2, others have been struggling all year for a variety of reasons. Not matter what, these markets need a real plan to make this up before it gets away from you in the second half.
Good news however! We have solutions that we will learn about today and many still have events happening in June! We can dig out, I know we can!
100% CHALLENGE
As you all know, I've challenged each sales team with getting 50% of their controllable business to spend 100% of their money with us by a certain date (two different dates in the region). In addition, 10 new accounts by the end of the year for each AE. How can this be done?
From a leadership perspective, I would recommend focusing on a couple of key items. # of CNA's and # of Pitches each week. (I'm giving some help with the pitch contest) If they don't have enough asks, they can never truly grow their business and I'm seeing an average of 1-2 pitches per week per AE. Simple math tells us that isn't enough.
In addition, the only way to keep the team focused on pitching the right tactics and enough money is to ask them...why. Are you talking to them about all their new business pitches and seeing every proposal? Do you question why they are asking for the money they are, if they are justifying with the ROI method or making up a budget, etc.? Too many times it is a confidence issue with their own value proposition, instead of letting the client actually tell us what the customer is worth and help us justify the spend to get results. Challenge your team to do that, push them to ask for more in a way that gets them to ask better questions during the CNA. Better questions = better proposals = higher close % and less stalls.
Our Challenges and Opportunities
Full Funnel Redefined – Path to 100% Spend
One of our biggest challenges lies with getting outside the transactional relationship to become a force multiplier partner. More than delivering impressions or ratings for a “cheap” price, but a partner that Anchors, Amplifies and Activates to generate real business outcomes. This message is resonating with business owners during our events. When we challenge their thinking, then teach them something new, they want more guidance from us. When we consistently talk about outcomes, get real numbers of what each customer is worth to them, we can create campaigns that work to deliver those outcomes.
Make them count!
89 Pitches last week Over $670,000 Closed so far!
Let's make sure you turn in the pitch tracker to get your team credit for the pitch appointments they had. Don't want to miss out on counting those!
Ranking by Market for Each group
latest wins in the region
Midland-Odessa
Midland-Odessa
Midland-Odessa
We had 3 great wins this week!
Tracy Giddens closed 2 accounts this week, focusing on ancillary sports coverage for $18,000. The first: a $7,500 sponsorship with Texas Tech Credit Union ($2.4k Digital / $5.1k TV). She’s done an excellent job growing this account (+53% YoY) by proactively creating opportunities that align with their goals and consistently following up. The second is a $10,500 Sports Desk sponsorship with Grease Monkey (new biz!); $4.2k TV / $6.3k Digital.
Hannah Britt scored our third win (not included in the total above)—a $4.6k DMS campaign with a local agency. She’s worked hard to earn this business and does a great job listening to his needs and building campaigns that deliver results. He’ll be attending our 6/17 event, which we believe will help us capture 100% of his digital business.
El Paso
Midland-Odessa
Midland-Odessa
This was a pure digital buy. AE Jason Quintana secured an additional $70,000 in Amazon Streaming TV Revenue ($10,000 a month for the rest of the year) for a major furniture client who is already spending $142K this year with us for their Platform X buy for CTV across 3 markets. Jason pitched this deal with the annual back in December and has continued to follow up with the client and emphasized the benefits and advantages of Amazon. We had a cattle call 2 weeks ago and we presented it again and the client bought it in the room. The sweetest part about all of this was that the money from this campaign was taken from a competitor.
WACO
Weekly Reports
Weekly Reports
Renewal of Local business annual - Lone Star Roofing - $8400 DMS $2400 Core $8340 TV
George Bush Library - 4 week campaign - $3000 DMS and TV (no breakdown yet)
Weekly Reports
Weekly Reports
Weekly Reports
PLEASE make sure someone is assigned to fill out the weekly station report by Thursday COB. It is critical for me to see wins and challenges that I can jump in and help with. Here's the link: