It is a very common practice in ad sales to look to your competitors for new sales leads. While I understand this strategy is common, unfortunately you are often late to the party when you call on them and ask them to run Read More
Niche friend and publisher Cecily Hastings of Inside Publications tipped us off recently about an interesting Newsosaur blog post. It explains well the dilemma of analyzing digital audience engagement. What numbers can you really trust? The blog post points out some of the issues with the Read More
Most sales people see proposals as the most critical factor of the entire sales process. They truly hang their success on the proposal they send. This is very flawed, yet very common. Why? Because we know that the vast majority of people Read More
USA Today’s recent article How Much is Internet Traffic Worth? made us ponder about the measurement and accuracy of traffic data in online ad sales. The author paints a pretty bleak picture. Do we now live in a world where it’s hopeless Read More
We have all heard about the studies that money is not necessarily the biggest motivator for salespeople. We’ve all heard passionate debates about whether there are other motivators that make top salespeople want to work for you. I do think there are Read More
I am always amazed at the number of ad sales reps that never, ever practice their trade in an effort to improve. Just imagine if Tiger Woods never practiced. Would he be as successful? Probably not. Why did Michael Jordan shoot hundreds of free throws Read More
When I host sales trainings, we always spend some time evaluating the best practices we want to see in management. Last week I wrote about key leadership strategies in 5 Tips for Ad Sales Management Success. Identifying those leadership qualities can help Read More
What makes a great Ad Sales Manager? When I am hosting ad sales management training, we spend considerable time identifying the desired qualities and abilities of sales management. Not surprisingly, there are common themes that lead to success. Here are 5 successful Read More
In my world, process is everything. The fact is most sales people thrive better within a solid structure, knowing the expectations and organizational framework. Personally, I recognized long ago that I am a “roll with the flow” kind of sales guy and Read More
Ok, the Big Game is over, we rated our favorite commercials and the snacks are nacho great anymore. Time to belly up to Monday. If you are brand new to the niche magazine ad sales biz, it’s okay to not know every Read More
