Creating the Best of Both: How to Sell Digital AND Print for the Ultimate Ad Package

Many advertisers think that digital is the less expensive alternative when really it’s not. And more than ever, advertisers are turning to Google AdWords, Facebook and other online-only digital ad opportunities….and leaving you and your niche magazine’s advertising opportunities out in the cold. So what’s the best way to overcome this “either-or” way of thinking? We consulted Ad Sales Expert Nancy O’Brien on ways to prove […]

Top 10 Ways to Improve Your Ad Sales Role-Play

I am always amazed at the number of ad sales reps that never, ever practice their trade in an effort to improve. Just imagine if Tiger Woods never practiced. Would he be as successful? Probably not. Why did Michael Jordan shoot hundreds of free throws each week? Why do the best actors in Hollywood have acting coaches? Because being the best requires practice, […]

The 10 Minute Ad Sales Call

In my world, process is everything. The fact is most sales people thrive better within a solid structure, knowing the expectations and organizational framework. Personally,  I recognized long ago that I am a “roll with the flow” kind of sales guy and that sometimes a lack of structure kills my ability to be a raging success. So I created an […]

Stop Blowing Up Your Ad Sales Calls

I was watching my 11 year-old son the other day. He was slowly blowing up a red balloon. I could see what was going to happen. There was an explosion looming, I just knew it. As the balloon neared the verge of total expansion, I cringed. POP! Now picture this: You have a meeting with a prospect and chit chat […]

How to Debate Digital with Your Advertisers

Now more than ever advertisers are fleeing from niche magazine ad salespeople. Why? For Google Ad Words, Facebook, and many other new opportunities out there in the multimedia landscape. Ad sales coach Ryan Dohrn showed us how to handle advertising objections with detailed facts and stats at his recent seminar at the Niche Digital Conference in September. Advertisers have more […]