Altus partner, Dave Chase, had an article he wrote entitled Five Fatal Flaws that are killing local Internet plays published on the NewsInnovation.com site that was put together as a result of the New Business Models for News Summit that David Cohn & Jeff Jarvis put together. The post touches on elements of Altus’ Sales Process Optimization practice that borrows heavily from Bill Lawler’s experience running the Gold Standard of low cost customer acquisition models — Dell.
In the post, he goes into detail on each of the 5 fatal flaws listed below:
1. Farming Hunters.
2. Expensive sales people and processes for low dollar advertisers
3. Inability to quantify the value of your audience and articulate a return-on-investment to a prospect.
4. Cluttered sites with postage stamp sized ads
5. Rate card as after thought vs. a strategic selling tool
Tags: altus alliance, local Internet, media sales, Sales Learning Curve, Sales Process Optimization, Seattle P-I, seattle startups, seattle technology