For most ad sales professionals, the 4th quarter signals the beginning of the end of your ad sales year. And even if your fiscal year does not follow the calendar year, by the time you add the holiday season and New Year celebrations into Read More
It seems like I fight an uphill battle with a handful of my clients who think print is dead. I include print advertising, among many other things, in their proposal every year and then spend an hour explaining to them why keeping Read More
Usually when I start a sentence with “Google has changed their rules,” I hear a lot of moans and groans. That’s because rule changes often mean loss of traffic and the need to correct course. Not in this case. The tech giant 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
What does LinkedIn mean to you as an ad sales professional? Is it a tedious necessity, or just a social media site where you have simply parked your profile and left it there—just so you can say you have a presence online? In Read More
We all know the story of David versus Goliath. David, a lowly shepherd boy without any armor, battles the mighty gargantuan warrior, Goliath. It’s the classic underdog story. David wins by being nimble, staying out of striking distance of Goliath’s sword, and Read More
Don’t you hate it when you call a prospect to close a contract and they tell you that they have decided to go with your competitor because they got a “great deal”? What kind of great deal you ask? And then you Read More
Do you know this story? Jessica has been with your company for 14 years and she has been a rock star. She is your “go to” person for all of your biggest clients. She knows every corner of your business. In fact, 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
