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
A hot, hot, hot topic at every one of our niche CEO roundtables is where to find top salespeople and how to successfully retain them. Other factors that complicate things are the breadth and depth of your product portfolio, your growth goals and Read More
According to Hubspot, only one-third of a salesperson’s day is actually spent selling. Why? It’s probably about not being as organized as a salesperson needs to be. Organization definitely is the mundane part of the job compared to the adrenaline of selling. Read More
Don’t be shy, look up from your phone! Yes, holiday season with all the client receptions and cocktail parties has shifted into high gear. And yet surprisingly, many salespeople dread the small talk. Sure you can sell, that’s business. But why should 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
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
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
