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 […]

Are Customer Needs Assessments Dead? Part One

Part One: How to Use Powerful Recommendations to Drive CNA Success As we navigate the changes in our world right now, I think it’s important to focus on the Customer Needs Assessment (CNA.) We’re living in a world where people are limited in cash, limited on funds, and certainly limited on patience. So how do we expect someone we’re selling […]