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
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
These are the most common objections I hear in media ad sales: “I have no budget,” “My budget is allocated for the year.” Those of us who sell advertising every day get so used to hearing this phrase it is almost laughable. Read More
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
“…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
Have you ever had that awkward moment when you call a customer to talk about renewing an annual contract and they greet you with, “Wow, I haven’t heard from you in a while”.
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
