Media Ad Sales: 5 More Ways to Succeed in 2017!

Every January many people tend to make resolutions, both personal and professional. By the end of the first month, the majority of those people fail. Why do some people fail where others succeed? According to Statistic Brain, a site that compiles data from academic sources, “People who explicitly make resolutions are 10 times more likely to attain their goals than people who don’t explicitly […]

Year-End Tips for Ad Sales Pros!

For most media ad sales professionals, the fiscal year does not follow the calendar year. By late fall you are pretty much done with 2016. When you add the holiday season and new year celebrations to the mix, you have a double whammy that often brings ad sales to a slow crawl across the December finish line. Here are 5 key […]

Better Ad Sales Role-Play: Ryan’s Top 5 Tips!

Just imagine if a top athlete never practiced. Would he or she be as successful? Probably not. So it always surprises me to learn that so many ad sales reps that never, ever role-play in an effort to improve. Every salesperson needs regular role play sessions and trainings to be successful. Here are my top 5 tips to improve your role-playing practice:

Sponsored Content Programs + YOUR Magazine Readers = Sales Success!

Are advertisers not all that excited lately about buying ads? Are you spending a lot of time trying to convince them of the ROI? That’s unfortunate, because there is a HUGE advertising opportunity they are missing out on: advertiser-sponsored content for YOUR hyper-targeted, super-niched audience. We recently interviewed Ryan Dohrn, Founder and CEO of 360 Ad Sales, on ways publishers can help […]

Media Ad Sales: Print Ads ARE Trackable!

Are you tired of hearing that print ads or offline marketing is not trackable? Me too. In nearly all of my ad sales training workshops I hear sales reps say that is one of the most common objections from advertisers. So, here is the answer. Please feel free to create a one sheet from this information to use with your advertising clients. […]

Media Ad Sales: Are You Ready With Your A-Game?

Being the best salesperson you can be requires practice. I’m talking about the importance of ad sales role-play. There are always new ways to learn to ask the right probing questions! It is also a great way to find some new approach to overcoming to advertiser objections. The point is role-play is an opportunity to hone your sales game. Ready to play? […]

Keeping Clients: The Art of Advertiser Retention

We have all been there before…. an advertiser cancels for no apparent reason. You call them back and get no return call. You email them and no return email. You speculate. You wonder. You lost. So, what now? Here’s a better question: How much time do you dedicate to your advertiser retention plan? We know it is easier to retain a advertiser than find […]

Overcome the 5 Roadblocks to Ad Sales Success!

What better time than President’s Day to take some time to think about the big questions? For example, is there something that is preventing you from exceeding your ad sales goals, but you can’t quite put your finger on what it is? One of the biggest problems I see in my ad sales training workshops is salespeople passing off their arbitrary patterns […]