Do you ever analyze your annual live event through a digital lens? You might be leaving some revenue on the table. There’s podcasts, webcasts, app contests, even online learning opportunities. We consulted digital sales expert and event veteran Ryan Dohrn to share some advice Read More
If email is used in the right way it can truly help the sales professional win and grow business. Before we get into the best sales subject lines for email success, remember this about email: Email does not replace the phone. Sales Read More
In ad sales trainings, I am always asked for great stats that my students can share with their clients. I normally ask…Why? And did you know that many people will be more confused after a stat than before? The thing about statistics Read More
Last week, I wrote about how to bring structure to the very first sales call to give myself the best chance of making a sale. (And to enjoy that heady feeling as often as possible!) The first 3 steps I take in every single Read More
It’s a wonderful feeling, isn’t it, that heady, addictive moment when you close a deal? In every ad sales training workshop I teach, I loudly proclaim that feeling just never goes away. For me, it is just as fresh today as it Read More
Here’s a fast fact: 50% of sales time is wasted on unproductive prospecting. (The B2B Lead) Now I know you probably already have a dedicated time within your daily schedule for active prospecting. But are you as productive as you could be? Read More
Questions: Why do you think Michael Jordan shot hundreds of free throws each week? Why do the top Hollywood actors have coaches? Answer: Because being the best requires practice, mentoring and coaching. Half-hearted role-playing stinks. To be the best ad salesperson in your niche, Read More
Presenting proposals can be the easiest step to accomplish in the sales process. In fact, I often include a proposal when making a sales call, which saves time for me and my client. But when the client won’t commit, it’s time to start negotiating. So what are Read More
Is hosting webinars really worth it for you and your client? Can’t they be a giant pain to arrange and then hardly anyone actually signs on so the actual lead count isn’t there? And then those few people who attend are “multi-tasking” aka ignoring Read More
Wouldn’t a luminous crystal ball be great? At least some cool super-powers would be nice. Who doesn’t want to look into the future and make all the right decisions in 2018? So we created the next best alternative–we asked our media experts, who are constantly living/breathing/working/talking niche with hundreds Read More
