What's In It for Me?
Training Tips on Using Your Scarborough Data: Exercise #5
Scarborough data can help you throughout the entire sales processfrom prospecting to closing the sale. This exercise will help your staff learn the different ways Scarborough data can be used in everyday situations.
Instructions for the Leader
Run an Instant Qualitative Profile (IQP) report on your station and a report on a client in the market.
Pass out copies of the IQP report to your sales staff during your sales meeting.
Go around the room and ask each AE to come up with an example of how he or she could use the data every day. For example, how can the data help AEs:
- Prospect more efficiently?
- Become market experts for their clients?
- Write better commercial copy?
- Compare station and client demographics to close the sale?
Additional Instructional Materials
IQP step-by-step guide.
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