Are you tired of hearing that print ads or offline marketing is not trackable? Me too. In nearly all of my ad sales training workshops I hear sales reps say that is one of the most common objections from advertisers. So, here is the Read More
To win the Daytona 500 is one stop on the quest for auto racing greatness. To win takes more than just going fast. It requires a carefully crafted plan to drive in the victory lane. Yet I see more and more salespeople who remind me Read More
Being the best salesperson you can be requires practice. I’m talking about the importance of ad sales role-play. There are always new ways to learn to ask the right probing questions! It is also a great way to find some new approach to Read More
We have all been there before…. an advertiser cancels for no apparent reason. You call them back and get no return call. You email them and no return email. You speculate. You wonder. You lost. So, what now? Here’s a better question: How much time do Read More
What better time than President’s Day to take some time to think about the big questions? For example, is there something that is preventing you from exceeding your ad sales goals, but you can’t quite put your finger on what it is? One of Read More
Each New Year we set resolutions or goals for the upcoming year. About 90% of people set goals on January 1st. In reality, fewer than 10% achieve those goals. What can you do as an ad salesperson to get it right? I have identified 6 Read More
It can be utter chaos if your whole sales team is pouncing on the same new leads that come into the office. The last thing you want is salespeople sulking in the corner about unfairness. I get this question often from frustrated sales managers: “How Read More
How was your Halloween? All the ghosts and zombies made me think about how all too often, a qualified advertiser will just go dead, dead, dead. They said they liked your idea and you agreed to send them a proposal. Now they are Read More
You are trying to sell Sponsored, Paid, Native, Special Promotion–it’s all the same thing. To add to the confusion, there are SO many kinds of paid content published now that it’s sometimes hard to know which ones will generate the most revenue for Read More
As an ad sales executive, I look for ways to improve on a daily basis. But I don’t expect immediate improvement–without a commitment to making things happen. What do I mean by that? Many media sales professionals are looking for a “quick fix.” Read More
