Last year, sales superstar, Christopher Ware, wrote a post about ways that salespeople can excel in the Party Bantersphere. Below are some of Christopher’s keen insights, so you can brush up before the invites come rushing in. How to work a room Read More
Everyone in media sales knows this– it’s incredibly tough to get meetings with potential advertisers today. Is there some magic formula to reel them in? No. The key to generating new business is to perfect your prospecting process. (Say that fast 3x!) Read More
The Niche CEO Summit, held in Phoenix last month, was packed with growth strategies from niche publishing CEOs nationwide and in all markets. We’re sharing the best ideas with you in our new Million Dollar Idea feature. (Check out the first installment Read More
Prospecting is hard work. You can have the best product and be the best closer in the world, but if you don’t know how to prospect new business, you are not going to get anywhere. So where do we start? How can we Read More
It’s almost Halloween, the day most people wear silly costumes to work, hardly work, then eat too much at the office potluck. But the spooky monsters, screeching ghosts and wicked witches got us thinking–what are salespeople most afraid of? What stops them Read More
Last week, I wrote about how to bring structure to the very first sales call to give myself the best chance of making a sale. (And to enjoy that heady feeling as often as possible!) The first 3 steps I take in every single Read More
It’s a wonderful feeling, isn’t it, that heady, addictive moment when you close a deal? In every ad sales training workshop I teach, I loudly proclaim that feeling just never goes away. For me, it is just as fresh today as it Read More
“Hey, just checking in – did you have a chance to read my last email to you? I know you are busy right now – but here’s a copy of it just in case you have a chance to read it now.” This Read More
There are hundreds of books and ad sales training seminars to attend on improving your media ad sales career. But in this article, I want to share with you more about call volume or proposal writing strategies. I want to dig deeper. If you Read More
Carl Landau famously (or infamously) offered to send “cats in the mail” to his advertising clients. I’m known for sending burritos to get calls back. Every salesperson faces the same dilemma: how to get noticed by the decision-makers.
