When I host sales trainings, we always spend some time evaluating the best practices we want to see in management. Last week I wrote about key leadership strategies in 5 Tips for Ad Sales Management Success. Identifying those leadership qualities can help Read More
What makes a great Ad Sales Manager? When I am hosting ad sales management training, we spend considerable time identifying the desired qualities and abilities of sales management. Not surprisingly, there are common themes that lead to success. Here are 5 successful Read More
In my world, process is everything. The fact is most sales people thrive better within a solid structure, knowing the expectations and organizational framework. Personally, I recognized long ago that I am a “roll with the flow” kind of sales guy and Read More
Tom Standage has recently released his new book, “Writing on the Wall.” In his keynote speech, he posits that social (media) sharing is actually a very old thing—going back centuries. His talk is almost 48 minutes long, so here is our short 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
