Sales | Street Fight

dataPlor: The Importance of Personal Relationships and Other Key Findings from Emerging Market Small Business Survey

Geoff Michener

dataPlor: The Importance of Personal Relationships and Other Key Findings from Emerging Market Small Business Survey

At dataPlor, we know that the best way to gather data and insights on emerging market small businesses is in person. We sent our general manager in Guadalajara out on a mission to understand how hyperlocal businesses communicate with customers and potential business partners and suppliers. He spent a week speaking first-hand to small business owners about their customer outreach strategies and how they chose potential businesses partners. Here’s what we found.

What Happens When SMBs Get Social?

Eric Groves

What Happens When SMBs Get Social?

Social networks are transformative, and are the most disruptive when they provide a market segment with opportunities previously unavailable. If you look at the history of how selling has traditionally been done, it’s evident that social will transform sales as well.

Street Culture: Signpost on Being a Scrappy Startup

April Nowicki

Street Culture: Signpost on Being a Scrappy Startup

When you’re fast-growing startup company, the most important thing is hiring the right people. That means people who can do the job, and also, in some cases, people who are willing to build desks, said Justin Donnarumma, director of sales at Signpost, a marketing automation technology company that launched in 2010. “That’s the kind of scrappiness we look for in new hires.”

Better Use of Data Could Dramatically Alter Local Digital Sales

Greg Sterling

Better Use of Data Could Dramatically Alter Local Digital Sales

Data is a core principle of digital marketing today, yet when it comes to local, big data has not penetrated very deeply where the sales process is concerned. All of that is about to change with the appearance of multiple companies trying to put data at the center of the way digital marketing is presented and sold to local businesses.

Finding the Right Point of Contact At: A Retail Chain

Stephanie Miles

Finding the Right Point of Contact At: A Retail Chain

For hyperlocal vendors grappling with expansion, a national retail chain can represent the big whale. With the potential to have their platforms adopted at hundreds of locations throughout the country with just single sale, it’s no wonder hyperlocal startups are willing to devote so many resources to developing partnerships with big-name clients. Here are five strategies for finding the right person to pitch at a retail chain…

Finding the Right Point of Contact At: A Franchise Organization

Stephanie Miles

Finding the Right Point of Contact At: A Franchise Organization

Crafting the perfect pitch is only part of the challenge. For hyperlocal vendors trying to generate traction in a crowded marketplace, being able to locate the best point of contact at each of the individual companies being pitched is an incredibly important part of the sales process. Here are four strategies for finding the right person to pitch at a franchise organization, from hyperlocal executives who’ve had success…

Report: Pureplays Using Legacy Media as a Farm System for Sales Staff

Terry Heaton

Report: Pureplays Using Legacy Media as a Farm System for Sales Staff

Local media companies need to do something to protect their digital sales assets or run the risk of losing them to pureplay web companies, according to a new report from Borrell Associates. Pureplays offer starting salaries in the range of $12,500 per year more than their nearest competitors, the local TV stations. The gap between starting pureplay sales people and those who work for newspapers is an incredible $21,000 more…