Opportunity Is Knocking

Training Tips on Using Your Scarborough Data: Exercise #10

Opportunity is knocking. Do you hear that? Opportunity is knocking at your door.

What better way to jump start sales in the new year than by providing your sales staff with a list of quality prospects. Pull a QUALITAP Opportunity Report that demonstrates all areas that your station over-indexes the market. Look for a minimum of a 110 index along with 10 percent or more of your listeners. Scarborough is your ultimate prospecting tool.

Instructions for the Leader

Step One:
Have each AE run and print out an opportunity report for their station. Tell them to print pages 1-10 to save your printer ink.

Suggested Online Courses

If your reps need more help with this topic, they may want to take:

Scarb 105—5 Scarborough Stories You Can Use Today!

To register, go to www.ArbitronTraining.com

For more information on Scarborough, go to www.Scarborough.com

Step Two:
Have each AE discuss the top 10 viable opportunities for their station.

Step Three:
Instruct your AEs to come up with a list of 10 businesses within those top 10 categories that they will cold-call within the next two weeks. Be sure to follow-up with your AEs and assess their progress.

Additional Instructional Materials

Opportunity Report step-by-step guide.

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