Prepping for the Perfect Call

Training Tip on Using Your Scarborough Data: Exercise #28

Compile a list of five Scarborough reports that you can run and use to be best prepared for each sales call!

Instructions for the Leader:

Step 1:
Ask each AE to select one client they are meeting for the first time or about to cold call.

Step 2:
Hold a roundtable discussion going over possible reports that will help the AEs be prepared to talk with new clients. Possible reports could include Instant Qualitative Profile Report, Profile Reports, Shopped vs. Purchased (if applicable category, see availability in Q-Reports in QUALITAP) and Geo-Break.

Step 3:
Ask each AE to run five of the suggested reports for the next sales meeting and discuss how those reports will help with the sales call. 

Suggested Online Courses

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

  • Scarb 101—IQP Report
  • Scarb 102—Profile Report
  • Scarb 104—Focus On the Client
  • Scarb 105—5 Quick and Easy Scarborough Reports
  • Scarb 400-level classes—Category Workshops

To register, go to www.ArbitronTraining.com

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

Additional Instructional Materials

Shopped vs. Purchased step-by-step guide

Geo-Break step-by-step guide

Sales Tip Archive

More sales tips are coming your way. We'll keep each tip on file for you at www.arbitron.com.