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Category: Sales

Ad Sales, Sales

Close 35% More with Recommendation-Based Selling

March 8, 2022March 8, 2022

Things are just different right now in Sales Land. Understatement, right? The title of my new book, Selling Forward, is 100% committed to re-inventing your sales game in a pandemic fatigued world.  While I was writing the new book, which was originally Read More

Ad Sales, Online Revenue, Sales

So What Is Good Programmatic CTR?

February 9, 2022February 9, 2022

If you’re using programmatic ads in your sales offerings, or for your own promotions, this is a common question. How do you know whether your click-through rate (CTR) is good? We turned to Charity Huff at January Spring for some insights into Read More

Ad Sales, Sales

Close Your Sale…Without Acting Like a Salesperson

December 13, 2021December 13, 2021

There are usually two points during every sales call that are mildly awkward. Most salespeople will say that those two are the beginning and the end of every scheduled sales call with a prospective client, since both of these can present a Read More

Ad Sales, Sales

10 Ways to Close 2021 Media Sales Strong!

November 5, 2021November 3, 2021

Does it seem like 2021 was just an extension of 2020? While we did see some positive business rebounds, challenges definitely remain. And now it’s time to close out your 2021 sales as strongly as possible! Don’t let the “holiday slump” slow Read More

Ad Sales, Online Revenue, Sales

New Money Ideas: Recruitment Ad Campaigns

November 5, 2021November 3, 2021

Your advertisers are likely bending your ear about their open job reqs and hiring woes. Seems like everyone is hiring. Here’s who is, according to the Bureau of Labor Statistics. • Hospitality: Bars, restaurants and hotels• Local Government• Healthcare: Pharmacies, CNAs, RNs, Read More

Ad Sales, Sales

Getting Out of A Sales Rut: Exploring the intersection of mental health and sales fatigue

October 13, 2021October 28, 2021

Mental health is a very important subject for us to discuss as it relates to our work life and I believe our sales life as well.  Please understand that I am not a clinically trained therapist in any way shape or form. Read More

Audience Development, Marketing, Publishing Management, Sales

The Rise of Chatbots, Can Publishers Benefit Too?

October 13, 2021October 28, 2021

In the ever-increasing competition for customers, customer service will always be one of the top aspects that defines the buying experience. For physical stores, it takes the form of having a cashier welcome and greet customers entering the store and asking if Read More

Online Revenue, Sales, Social Media

Selling New Digital Marketing Options With Success

August 19, 2021October 28, 2021

8 ideas to boost your chances of getting a signed advertiser contract. Around every corner is a new digital media marketing option. OTT, audio/podcasting, CCT, video, and more. These new marketing technology (MarTech) ideas are awesome, but as salespeople, we often have Read More

Ad Sales, Sales

Overcoming the 6 Most Common Advertiser Objections

July 14, 2021October 28, 2021

Media salespeople that can effectively handle objections close 40% more business. Handling objections is a skill that every media salesperson must master. Amidst selling during this global pandemic, objection-handling has taken a little bit of a different twist. Having worked with almost Read More

Ad Sales, Sales

Think Like a Doctor Not a Salesperson: Providing real-world remedies to the pains your advertisers face. By Ryan Dohrn

June 8, 2021June 9, 2021

Every single sales call with an advertiser is valuable. So valuable that you do not want to waste time asking questions that will not help you close the deal. After 30 years of selling and marketing media, I find that you have Read More

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