Posts Under: Event Sales

Lack of Training and Failure to Access Decision Maker Hold Sales Team Back

"In 2003, Advertising Specialty Institute saw 80% of revenue from print. Today, digital advertising drives 80% of ASI's revenue... The transition required an aggressive change in mindset and skillset among the sales staff as well as the ability to make new opportunities out of legacy products, such as the creation of a highly profitable online searchable database from its old print directories. President & CEO Tim Andrews shares the specific steps ASI took to get its sales staff to embrace the future."