Close 35% More with Recommendation-Based Selling

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 called Post-Pandemic Sales Strategies, I got COVID, and it was truly terrible. And we all began to realize […]

So What Is Good Programmatic CTR?

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 programmatic CTR. Click-through rate is just one of many KPIs (Key Performance Indicators) used to measure ad views […]

10 Ways to Close 2021 Media Sales Strong!

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 you down. Here are 10 time-tested ideas that I teach to my ad sales training clients – and […]

New Money Ideas: Recruitment Ad Campaigns

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, housekeeping• Construction• Manufacturing• Warehousing and transportation• Professional services• Education There are over 8.1M unfilled jobs in the US. […]

Selling New Digital Marketing Options With Success

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 new marketing solutions dropped on us and we are expected to work our “sales magic.” Sure, there is […]

Overcoming the 6 Most Common Advertiser Objections

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 30,000 salespeople around the globe, I’ve found that objection-handling is a skill that most salespeople think they have […]