Selling New Digital Marketing Options With Success

8 ideas to boost your chances of getting a signed advertiser contract. Around every corner is a new digital media marketing option. OTT, audio/podcasting, CCT, video, and more. These new marketing technology (MarTech) ideas are awesome, but as salespeople, we often have new marketing solutions dropped on us and we are expected to work our “sales magic.” Sure, there is […]

Overcoming the 6 Most Common Advertiser Objections

Media salespeople that can effectively handle objections close 40% more business. Handling objections is a skill that every media salesperson must master. Amidst selling during this global pandemic, objection-handling has taken a little bit of a different twist. Having worked with almost 30,000 salespeople around the globe, I’ve found that objection-handling is a skill that most salespeople think they have […]

How Publishers Need to Adapt to Apple iOS 15 Email Privacy Changes

In June, Apple announced iOS 15 email privacy changes that will radically change the email programs of all publishers. According to Apple, Mail Privacy Protection “helps users prevent senders from knowing when [a person] opens an email, and masks their IP address so it can’t be linked to other online activity or used to determine their location.” When iOS 15 rolls out […]

Free Lunch: The Power of Segmentation by Rob Ristagno, founder and CEO of the Sterling Woods Group

I remember a business school professor proclaiming, “diversification is the only free lunch.” He meant that diversification is the only technique in finance that simultaneously lowers risk and increases returns (click here if you don’t believe me). I’d argue that there’s another free lunch in the business world: segmentation. Segmentation allows companies to simultaneously lower marketing costs and increase sales. […]

13 ways to squeeze value out of one article

The editors, freelancers, research and reporting it takes to produce top-notch content is likely your number one cost. You owe it to your organization to maximize the ROI from that investment. How many ways can you use and reuse an article to get more bang for your buck? You’ll recognize most of these options, but how many have you actually incorporated into your […]

Has COVID Killed Relationship Selling?

What do the years 1990, 2001, 2007 and, 2019 all have in common?  These years represent bad times in the American economy.  Technical recessions in America.  Times when we had to reinvent our sales game and adjust for the circumstance.  So, why does the era of selling amidst COVID feel so different?  Because unlike other times of economic turmoil, this […]

Publishers Shouldn’t Freak Out About iOS 14 Impacts on Facebook Ads

I’ve had many publishers contact me about how the privacy changes in iOS 14 will impact their Facebook Ads (including Instagram). This development has made for dramatic headlines and any publisher who has logged into their Facebook Ads Manager recently has seen the warning. Facebook Warning in Ads Manager about iOS 14 Changes Of course, there are still some publishers […]