Carl Landau famously (or infamously) offered to send “cats in the mail” to his advertising clients. I’m known for sending burritos to get calls back. Every salesperson faces the same dilemma: how to get noticed by the decision-makers.
CRM solutions have come a long way. In the mid 1990’s, CRM solutions started to become available and large, enterprise-style companies began to adopt them. But they required a lot of money and time to manage properly. Don’t go cheap on CRM software! Read More
Selling digital ad renewals to your customers may be easier than you think. First, realize you’re going to use a different approach than you use with new sales. Prompt follow-up with your customers after the campaign cycle is key.
One favorite aspect of my job is helping advertisers create and improve their message to achieve their marketing goals. Whether it be targeted content, print ads or banners, I regularly review the creative with the advertiser to evaluate it against our pre-determined Read More
The Oxford English Dictionary defines “relevant” as “closely connected or appropriate to what is being done or considered.” This definitely applies to the world of ad sales too. Being relevant in ad sales is NOT about learning a prospect’s favorite vacation spot from Facebook®. Read More
As a consultant who has worked in the media industry, there are certain questions that I hear that indicate a larger problem (or opportunity). One of those questions is “How do we recruit top salespeople?”. The answer isn’t as simple as Indeed.com Read More
Hello Super Salesperson! We know how busy you are. Phone calls, emails, client meetings oh my! No worries, we’re here to keep you informed about what’s working, what’s not and what’s new in niche media ad sales and publishing. Take a break and get Read More
We all love email. It’s easy. Cut and paste and done. Phone calls? Harder, but it gets the job done. If these old standbys aren’t getting the results you need, maybe it’s time to get out of the office!
You’re zipping through the sales meeting, plenty to report on, (which is great) and then glancing at your texts on your smart phone under the table because your sales manager is about to wrap it all up. Then all of a sudden she says, Read More
Let’s face it. Even ad sales rock stars can still leave money on the table. After all, we’re human beings, not machines. We need technology to see what the human eye can’t. Perhaps that’s why CRMs have become so popular.
