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 […]
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 […]
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 unique set of challenges. At the beginning of the sales call, we’re trying to figure out how to […]
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 […]
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. […]
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. I do hold an ACC certification from the International Coach Federation. My intention of this column is to […]
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 they can help point them in the right direction or ask about products or services. Without that interaction, […]
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 […]
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 […]
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 three to five questions, and that is about it, on every sales call. More than that and you […]
