Questions: Why do you think Michael Jordan shot hundreds of free throws each week? Why do the top Hollywood actors have coaches? Answer: Because being the best requires practice, mentoring and coaching. Half-hearted role-playing stinks. To be the best ad salesperson in your niche, Read More
Presenting proposals can be the easiest step to accomplish in the sales process. In fact, I often include a proposal when making a sales call, which saves time for me and my client. But when the client won’t commit, it’s time to start negotiating. So what are Read More
When you build a customized ad package in multiple channels, it not only serves your advertisers, but drives serious ad sales revenue. So what’s the best way to present these proposals for closing success? We consulted Nancy O’Brien, Associate Publisher of Aviation International Read More
We know, we know. 2018 is The Year of Video. According to eMarketer, US programmatic digital video ad spending is on track to surpass $13 billion by 2019. Sure Facebook and YouTube numbers are a huge part of that, but there’s no Read More
Is hosting webinars really worth it for you and your client? Can’t they be a giant pain to arrange and then hardly anyone actually signs on so the actual lead count isn’t there? And then those few people who attend are “multi-tasking” aka ignoring Read More
Native advertising has become wildly popular – but mostly for social media giants such as Facebook. eMarketer estimates that spending on native digital display ads grew in 2017 to surpass $22 billion – with social platforms accounting for about 84% of that spending. For Read More
Ok, your sales manager has handed you a new integrated digital media package to sell and tells you to “run with it”. But your advertisers can vary so much in terms of experience, budget, even their own understanding of digital ROI. Not Read More
Q: What do you call a client contract that actually gets signed before New Year’s? A: A Santa Clause! It’s holiday season, Niche Peeps! You know, that time of year when it’s really, really hard to get calls and emails answered. And getting clients Read More
For most ad sales professionals, the 4th quarter signals the beginning of the end of your ad sales year. And even if your fiscal year does not follow the calendar year, by the time you add the holiday season and New Year celebrations into Read More
It seems like I fight an uphill battle with a handful of my clients who think print is dead. I include print advertising, among many other things, in their proposal every year and then spend an hour explaining to them why keeping Read More
