10 Ways to Close 2021 Media Sales Strong!

Does it seem like 2021 was just an extension of 2020? While we did see some positive business rebounds, challenges definitely remain. And now it’s time to close out your 2021 sales as strongly as possible! Don’t let the “holiday slump” slow you down. Here are 10 time-tested ideas that I teach to my ad sales training clients – and […]

New Money Ideas: Recruitment Ad Campaigns

Your advertisers are likely bending your ear about their open job reqs and hiring woes. Seems like everyone is hiring. Here’s who is, according to the Bureau of Labor Statistics. • Hospitality: Bars, restaurants and hotels• Local Government• Healthcare: Pharmacies, CNAs, RNs, housekeeping• Construction• Manufacturing• Warehousing and transportation• Professional services• Education There are over 8.1M unfilled jobs in the US. […]

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. […]