{"id":8951,"date":"2019-05-29T21:36:43","date_gmt":"2019-05-29T21:36:43","guid":{"rendered":"http:\/\/cerebyte.com\/?page_id=8951"},"modified":"2019-06-04T21:39:46","modified_gmt":"2019-06-04T21:39:46","slug":"successfully-guiding-a-sales-team-through-a-major-transition-to-the-digital-world","status":"publish","type":"page","link":"https:\/\/cerebyte.com\/customer-stories\/successfully-guiding-a-sales-team-through-a-major-transition-to-the-digital-world\/","title":{"rendered":"Case Study: Sales Transition"},"content":{"rendered":"\n\t
< VIEW ALL CUSTOMER STORIES<\/a><\/p>\n Case Study<\/p>\n Yellow Pages print advertising is declining at 20% per year. At close to $900 million per year in sales, this company was the fifth largest seller of Yellow Pages ads — the decline has reduced its sales significantly and is threatening its survival. But the nearly 400,000 small and medium sized businesses in its database still need to advertise to drive traffic. This company has a 500 person sales force and prior relationships with all 400,000 businesses. The company\u2019s leadership decided that it could thrive by shifting the focus of the sales force to selling mostly digital advertising.<\/p>\n A transition to selling digital advertising is challenging. Unlike print advertising:<\/p>\n Selling digital advertising is therefore much more of a relationship sale in which the salespeople and the small business owner-operators have to work closely together to get the desired result. <\/p>\n For the salespeople, this means that they have to profoundly change everything including their attitude toward the selling process, how they manage their territory, and how they present the advertising solution.\u00a0<\/p>\n\t\t\t\t\n\t Elevate your team to the excellence of your best performers with one-on-one mentorship anytime, anywhere.<\/p>\n\t\t\t\n\t\t\t\t\t\t\tREQUEST A DEMO\n\t\t<\/a>\n < VIEW ALL CUSTOMER STORIES Successfully guiding a sales team through a major transition to the digital world Case Study Client: Yellow Pages print advertising Yellow Pages print advertising is declining at 20% per year. At close to $900 million per year in sales, this company was the fifth largest seller of Yellow Pages ads…<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":103,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"yoast_head":"\nSuccessfully guiding a sales team through a major transition to the digital world<\/h2>\n
Client: Yellow Pages print advertising<\/h3>\n\t
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Best practices inform comprehensive digital selling development program<\/h4>\n
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Results: comprehensive transformation delivers operational profits<\/strong> <\/h3>\n
Quantitative Measures<\/h3>\n
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Qualitative Measures:<\/h3>\n
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\n\t\tOur Clients\n\t<\/h2>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n","protected":false},"excerpt":{"rendered":"