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
Imagine for a moment you have been asked by your spouse to buy a yellow cake mix at the store. You walk down the aisle and you encounter ten variations on yellow cake. This is what you see: Lemon cake, pound cake, golden cake, 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
Hard data on the benefits of social media as a sales tool has been hard to come by – until now. Jim Keenan, author of the new book The Rise of Social Salespeople, reports that salespeople who use social media outsell their peers Read More
What’s on the minds of niche publishing professionals? Our audience tells us that the hot topic of sponsored content continues to confound, so we’ve rounded up some of the best past posts by our content experts for you reading pleasure and learning-ment. 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
Do you ever get frustrated by salespeople who call you and leave misleading messages? Does that make you very receptive to what that sales person has to say? Thought not. Today I’m going to give you something very important: The Manifesto for Read More
