Are you gazing out the window at the fall colors, (or thinking about your favorite football team) instead of paying attention to all your unanswered emails? What about all the follow-ups? If you want to have stellar ad sales in 2019, think Read More
In ad sales trainings, I am always asked for great stats that my students can share with their clients. I normally ask…Why? And did you know that many people will be more confused after a stat than before? The thing about statistics Read More
I am going to suggest something crazy: Objections are actually good in the digital ad sales process. I say this because almost every sales call will have some. It’s going to happen. And those objections can teach you a lot about what your prospect Read More
Here’s a fast fact: 50% of sales time is wasted on unproductive prospecting. (The B2B Lead) Now I know you probably already have a dedicated time within your daily schedule for active prospecting. But are you as productive as you could be? Read More
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
Publishers face many challenges that did not even exist 10 years ago. But before they surrender to Facebook, Instagram and Google, publishers should ask themselves if they are really doing everything they can to build their business. Or are they copping out? This Read More
Andrew Davis, global motivational speaker and lunch keynote, recently challenged Niche CEO Summit publishers in the room: “Can you move your market? What trends can you inspire within your niche? More importantly, as a publisher, YOU do have the power to move your market 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 happens to every salesperson sometimes. You go through the motions of your sales week, feeling tired and uninspired. So where can you find motivation? There is no magic solution, unfortunately. The cold, hard truth is that the best source of inspiration comes from within Read More
Don’t you hate it when you call a prospect to close a contract and they tell you that they have decided to go with your competitor because they got a “great deal”? What kind of great deal you ask? And then you Read More
