I had a perfect plan to take on a competitor and flip some of their event sponsors to become my event sponsors. It failed. Here’s why – and what I learned in the process. I know my audience really well. I sit Read More
Almost every publisher I speak to right now has a similar challenge. Where do you find really good salespeople? Good, proven salespeople are expensive to hire and difficult to coax away from their current company. Plus, they are often high-risk hires because Read More
“…the times they are a-changin’..’” With those lyrics we realize that very little stays the same in our publishing businesses. Most of us are seeing the shift from traditional print revenue to digital dollars. As that trend continues, publishers keep adding more digital Read More
Have you ever heard of Paul Charles Morphy? He is considered to have been the greatest chess master of his era. Many said he knew every move he would make before the game even began. Paul was one of the best strategic 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
One favorite aspect of my job is helping advertisers create and improve their message to achieve their marketing goals. Whether it be targeted content, print ads or banners, I regularly review the creative with the advertiser to evaluate it against our pre-determined Read More
The Oxford English Dictionary defines “relevant” as “closely connected or appropriate to what is being done or considered.” This definitely applies to the world of ad sales too. Being relevant in ad sales is NOT about learning a prospect’s favorite vacation spot from Facebook®. Read More
As a consultant who has worked in the media industry, there are certain questions that I hear that indicate a larger problem (or opportunity). One of those questions is “How do we recruit top salespeople?”. The answer isn’t as simple as Indeed.com Read More
Hello Super Salesperson! We know how busy you are. Phone calls, emails, client meetings oh my! No worries, we’re here to keep you informed about what’s working, what’s not and what’s new in niche media ad sales and publishing. Take a break and get Read More
Have you cracked the ad sales hiring code yet? An inevitable topic at every one of our niche publisher roundtables is how to find top salespeople (and successfully retain them). We asked Sales Leader Stephanie Holland to talk about how to identify traits of great Read More
