It happens to every salesperson sometimes. You go through the motions of your sales week, feeling tired and uninspired. So where can you find motivation? There is no magic solution, unfortunately. The cold, hard truth is that the best source of inspiration comes from within Read More
Don’t you hate it when you call a prospect to close a contract and they tell you that they have decided to go with your competitor because they got a “great deal”? What kind of great deal you ask? And then you Read More
These are the most common objections I hear in media ad sales: “I have no budget,” “My budget is allocated for the year.” Those of us who sell advertising every day get so used to hearing this phrase it is almost laughable. Read More
I had a perfect plan to take on a competitor and flip some of their event sponsors to become my event sponsors. It failed. Here’s why – and what I learned in the process. I know my audience really well. I sit Read More
Almost every publisher I speak to right now has a similar challenge. Where do you find really good salespeople? Good, proven salespeople are expensive to hire and difficult to coax away from their current company. Plus, they are often high-risk hires because Read More
“…the times they are a-changin’..’” With those lyrics we realize that very little stays the same in our publishing businesses. Most of us are seeing the shift from traditional print revenue to digital dollars. As that trend continues, publishers keep adding more digital Read More
Have you ever heard of Paul Charles Morphy? He is considered to have been the greatest chess master of his era. Many said he knew every move he would make before the game even began. Paul was one of the best strategic Read More
Mark Thompson, CEO of The New York Times, recently declared the state of digital advertising is a ‘nightmarish joke’ and a dangerous environment for brands, due in part to the rise of fake news, the ridiculous amount of programmatic offerings, and the general lack Read More
There are hundreds of books and ad sales training seminars to attend on improving your media ad sales career. But in this article, I want to share with you more about call volume or proposal writing strategies. I want to dig deeper. If you Read More
Have you ever had that awkward moment when you call a customer to talk about renewing an annual contract and they greet you with, “Wow, I haven’t heard from you in a while”.
