As a sales coach, I see some salespeople drift aimlessly from day to day and year to year. There is no focus on a long-term plan for their life, let alone for their ad sales life. And then there are those other sales Read More
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 Read More
So much of sales is about building relationships. Has faceless email has ruined the sales process? I could NOT disagree more. In my ad sales training workshops I teach that email is an amazing sales tool. If used in the right way it can truly help Read More
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 Read More
As a magazine ad sales professional, do you encounter prospects that only want to devote their ad dollars to digital? We know it’s not an either-or ad buy these days, it’s the full, integrated package! So here’s some handy links with stats and Read More
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 Read More
To win the Daytona 500 is one stop on the quest for auto racing greatness. To win takes more than just going fast. It requires a carefully crafted plan to drive in the victory lane. Yet I see more and more salespeople who remind me Read More
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 Read More
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
You’ve already created your ad sales goals for 2014. Why not make your New Year’s resolutions now to get a jump on reaching those goals? Each year we try to set new resolutions for personal and professional growth. Constantly challenging yourself to Read More
