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
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
During the holidays last year, I was stuck watching America’s Next Top Appetizer Food Truck, or some such thing. The contestants had to prepare a meal for the judges (who saw that twist coming?). One of the judges arrived late and missed 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
Carl Landau famously (or infamously) offered to send “cats in the mail” to his advertising clients. I’m known for sending burritos to get calls back. Every salesperson faces the same dilemma: how to get noticed by the decision-makers.
We all love email. It’s easy. Cut and paste and done. Phone calls? Harder, but it gets the job done. If these old standbys aren’t getting the results you need, maybe it’s time to get out of the office!
The Wall Street Journal is about as opposite of niche media as it gets. But they took a break from articles such as “Kuwait Launches $8 Billion Bond Sale” and “CFO Moves: B&G Foods, Slack Technologies, Zscaler” to share some really solid Read More
Growth means you need more ad sales managers. Sure it’s a good problem to have, but where do you find the good ones? Have you considered that your own sales team’s top performers could be ideal candidates?
Not long ago a large bottle of schmooze and a phone meant media sales success. Times have changed! To achieve rockstar media sales status you’ve got reinvent yourself. We asked Sales expert Chris Ware to share some of the tools, tricks and technology you need to Read More
Hard data on the benefits of social media as a sales tool has been hard to come by – until now. Jim Keenan, author of the new book The Rise of Social Salespeople, reports that salespeople who use social media outsell their peers Read More