Wednesday, June 15, 2011
June 15, 2011
Yesterday, we discussed re-assigning inactive accounts on an AE’s account list and when to do that. If you missed it or need a refresher, check out yesterday’s column.
So you’ve re-assigned it. Now what? Tell the AE who now has it, here are the expectations:
- Get an appointment in the next 10 business days.
- Tell them to do the research. The AE who lost the account will be bitter, but get the file and get “intell” from the previous AE.
- Pull all related information you can get your hands on -- Miller-Kaplan X-Ray, monitor data, competing media, anything you can get
- Go with that AE on the appointment. It will make a big difference and send a clear signal on how much that account means to your station.
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