Ezysales
Customer & Sales Management
Ezysales is used by the advertising sales team and management. It allows for the collection of critical customer and prospect information and provides the sales executive with all the tools needed to build and track a sales pipeline. In addition it enables the Sales Manager / General Manager to monitor and track sales performance by issue and by sales exec.
This module interacts with the website, allowing editors to flag advertorial contributions that may lead to advertising as well as enabling the sales person to seamlessly upload online advertising. Shortly a shared calendar function will allow the public to mark upcoming events which in turn will further drive sales.
Sales Executive
The sales executive is responsible for selling advertising for each version of the print edition. The sales cycle is dictated by the frequency of publication. The sales executive uses Ezysales to:
- Record & Track Contact information
- Create Contact (Business Name, Contact Name, Role)
- Collect Contact Information (mobile, email address, office phone, address, URL)
- Record any agency or other business/feature affiliations
- Detail leads (source, date, possible editorial etc.)
- Detail section of paper prospect interested in
- Capture if lead is event driven (store name and date of event)
- If decisions are made locally or nationally
- Forecast spend
- Record seasonal interest
Create & Track Sales Opportunities
- Create opportunity and record activities (Phone call, meeting, proposal, email (individual), email (mass), note, booking)
- Add notes to system i.e. "Meeting organised with marketing manager for DD/MM/YY"
- Qualify opportunity with rating (% probability of deal closing)
- Document sales process
- Create Bookings
Record Bookings
- Date Booked
- Start Issue
- Repeat booking – how many issues?
- Confirmation Details
- Quote Accepted
- Ad Supplied
- Has Customer supplied material?
- What section of paper is ad to be displayed?
- Editorial materials Supplied?
- Has Booking Confirmed?
- Has Advertiser supplied mud-map? (mock-up of Ad)
- Quote Amount (in dollars)
- Client Contact
- Payment type (Cash Payment, Bank Transfer, Cheque, Invoice)
- Wire Transfer Details
- Email Confirmation
- Send Fax Confirmation
Search Ezysales
- Search on any field(s) and combination patterns of fields
- Search on part terms (i.e. entering "Fern" in Business Name field will bring up all matching terms containing "Fern" at the beginning, middle or end of the name) — no need to use wildcards
- Search on telephone exchanges (i.e. entering "9281" will bring up all accounts in a suburb using the 9281 exchange — very useful for a sales exec spending a day in the field on sales calls)
- Search on Activities — A sales exec may want to focus his early part of the day on closing his high probability deals — he would search on activity type "proposal" with date range in the last 2 weeks
- Search Events — the publisher may be building a feature in the April issue relating to the Easter Show — a sales exec can search for a list of all advertisers who advertised in last years Easter Show Feature
- Search by Sales Rep
- Search by probability
- Search on suburb — cover all accounts and prospects in one area
Graphic Designers
Graphic Designers use Ezysales to:
- Identify ads which need to be placed in a particular section of a particular issue
- Ensure booking confirmation has been recorded prior to layout
- Read / add / edit all client contact information
- Review ads in pipeline (>80% probability of closing)
- Prepare collateral and page layouts for upcoming features
- Monitor new and ongoing bookings
- Remain current on progress with all accounts
- Communicate better with sales team
- Maintain file notes, e.g. client design likes/dislikes
- Prepare mailouts of final product to clients
- View client hierarchies and links to other clients or agencies or features
- Upload online ads to the website in seconds, nominating locale, section and priority
Proprietors / General Managers
Proprietors / General Managers use Ezysales to:
- Track bookings & prospect pipeline per publication (if proprietor has multiple publications in its stable)
- Track bookings & prospect pipeline per issue
- Track bookings & prospect pipeline per sales exec
- Track activity (number of calls made, number of meetings booked, number of proposals sent) by sales exec
- Track bookings across multiple issues (repeat ad bookings)
- Create real time management reports
- Track advertising content pipeline per section (confirmed & potential bookings)
Additional Features
The Marketing component will close the loop between marketing activities and deal signings. It will manage leads from multiple sources, build and track marketing campaigns, manage multiple email marketing offers, and ensure marketing and sales reps have up-to-date information necessary to close the deal. This will allow the business owner to be more confident about how their marketing dollars are spent and how campaign activities drive the top-line.
The reporting component will turn data into actionable information. Managers and National Sales Teams will be able to monitor business performance across customer segments, marketing campaigns and sales opportunities. Charts will be customised to meet the individual roles of users or to track key metrics across the organisation. They will be able to drill down and explore the opportunities shaping the entire business. The impact of this is to allow a Wordzine to segment prospects and customers based on attributes that drive the business; to benchmark campaigns to understand which efforts produce the most revenue; and to roll-up and analyse sales opportunities across the business.
Conversely, the advertiser or financially-committed prospect will have dynamically-refreshed password access to the newspaper in-production, enabling unprecedented choice for booking good positions in the context of editorial that matches their industry. If such content is not already in the layout, for an extra fee, the advertiser or prospect may additionally choose from a select pool of content, articles that enhance the impact of their advertising. The instant e-commerce facility will further reduce Wordzine administration.
