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 […]
Think Like a Doctor Not a Salesperson: Providing real-world remedies to the pains your advertisers face. By Ryan Dohrn
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 […]
What do the years 1990, 2001, 2007 and, 2019 all have in common? These years represent bad times in the American economy. Technical recessions in America. Times when we had to reinvent our sales game and adjust for the circumstance. So, why does the era of selling amidst COVID feel so different? Because unlike other times of economic turmoil, this […]
All research points to a buying bump that is set to occur. We see citizens getting back to some level of normalcy, signalling that many buying habits will soon come back into play. Yet, our advertisers are still throwing us the same COVID-based objections. Do they not want to get back to business? Why is it so hard for them […]
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