Things are just different right now in Sales Land. Understatement, right? The title of my new book, Selling Forward, is 100% committed to re-inventing your sales game in a pandemic fatigued world. While I was writing the new book, which was originally Read More
Mental health is a very important subject for us to discuss as it relates to our work life and I believe our sales life as well. Please understand that I am not a clinically trained therapist in any way shape or form. Read More
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 Read More
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 Read More
Every single sales call with an advertiser is valuable. So valuable that you do not want to waste time asking questions that will not help you close the deal. After 30 years of selling and marketing media, I find that you have Read More
All research points to a buying bump that is set to occur. We see citizens getting back to some level of normalcy, signalling that many buying habits will soon come back into play. Yet, our advertisers are still throwing us the same Read More
For many sales people working from home is the new normal. Here are 7 tips to make your work-from-home life even more efficient.