2019 Mega-Conference

The New Generation CRM: Adams Publishing Group

Bonus session to be held Monday morning at Mega-Conference

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CRM is not just a software tool; it's a strategy. During a Monday morning bonus session at the Mega-Conference, hear how Adams Publishing Group has deployed a CRM strategy that has enabled the company to improve the quality of each customer interaction and maximize the profitability of customer relationships.

Using a 90 percent / 10 percent model to project the likelihood of closing a sale, Adams Publishing Group has more accurate forecasts and simpler pipeline tools for its sales reps. APG is utilizing CRM technology that allows reps to be 100 percent mobile – all forecasting activity, pipeline tracking, digital and print order entry, emailing and calendaring is done through the CRM, giving reps more time in the field with their customers and prospects.

APG is, first and foremost, a family-owned community newspaper company.  It was launched in late 2013 by Mark Adams with support from his family.

Since its first acquisition in March 2014, APG has grown quickly, consisting now of 27 daily newspapers, more than 100 non-daily newspapers, and a number of other media-related businesses in 15 states and the District of Columbia. The company currently employs more than 2,300 Associates – APG's preferred term for its employees.

Presenters for this portion of the Monday bonus session will include:

  • Michelle Ackerman. CRM product manager, Brainworks
  • Amy Lindquist, business systems development director, Adams Publishing Group
  • Jeff Patterson, president, Central Division, Adams Publishing Group

Ackerman, who joined Brainworks in 2012 as a project manager, said: "This is really a must-see presentation for anyone looking to build a solid customer-focused CRM strategy. During this session, you'll hear how APG Media uses its CRM to improve the quality of each customer interaction and how it maximizes ad sales through effective CRM forecasting and pipeline management."

In her current role, Ackerman works closely with Brainworks customers to help them utilize the CRM to have better interactions with their customers in order to track and grow opportunities and achieve revenue goals. She also works with the development team to continuously add new features and functionality to the CRM. Previously, she spent 25 years in advertising sales and management at the Rocky Mountain News, The Denver Post and the Colorado Springs Gazette.

In addition to this presentation, this three-and-a-half-hour BONUS WORKSHOP will include a deep-dive workshop by Ryan Dohrn of Brain Swell Media on the "10 Habits of Highly Effective Sales Professionals," a second session by Dohrn on sales culture, and a segment by Shawn DeWeese of Lineup Systems on "7 Sneaky Ways Your Sales Tech is Costing You (and how to stop the bleed).

Plan your travel to arrive on Sunday, so you can benefit from these added conference sessions.

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