I was watching my 11 year-old son the other day. He was slowly blowing up a red balloon. I could see what was going to happen. There was an explosion looming, I just knew it. As the balloon neared the verge of Read More
You’ve already created your ad sales goals for 2014. Why not make your New Year’s resolutions now to get a jump on reaching those goals? Each year we try to set new resolutions for personal and professional growth. Constantly challenging yourself to Read More
Now more than ever advertisers are fleeing from niche magazine ad salespeople. Why? For Google Ad Words, Facebook, and many other new opportunities out there in the multimedia landscape. Ad sales coach Ryan Dohrn showed us how to handle advertising objections with Read More
Last week I talked about the 4 Universal Ad Sales Truths You Should Know. This week I am going to discuss them in more detail and give you some ways to overcome the challenges we all face in the ad sales game. Read More
Ad sales reps give nearly every excuse imaginable when it comes to sales goal failure. Excuses range from a bad economy…to changing deadlines…to the diminishing importance of print…to working for a real jerk. The truth is your advertising sales success is only Read More
Before you focus on the right questions to ask when interviewing for a a new ad salesperson, it is just as important for sales leaders to know the right questions to ask themselves. Often clients ask me to pass along the names Read More
Looking for a way to pump up sales this summer? Team Call Zones might be the answer. A client shared with me recently that their advertising sales reps lacked focus – they were dazed and confused. I immediately asked about daily call Read More
The days are longer—and it seems like they get longer every dragging minute. And it’s hot, hot, hot. For many of us, mid-summer hits and then we are suddenly in a complete state of inertia with absolutely no focus beyond whether our Read More
Strategic planning is critical to sales revenue success in the niche media world. Do you have plans in place yet for your strategy meeting this fall to plan for 2014? Yogi Bera said it best, “If you don’t know where you are Read More
I was a December graduate from college. This meant that I had a much smaller graduation ceremony than the rest of my classmates. So small in fact that our class president called us each up to the stage, by name, to get Read More
