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
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
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
Have you ever heard of Paul Charles Morphy? He is considered to have been the greatest chess master of his era. Many said he knew every move he would make before the game even began. Paul was one of the best strategic Read More
There are hundreds of books and ad sales training seminars to attend on improving your media ad sales career. But in this article, I want to share with you more about call volume or proposal writing strategies. I want to dig deeper. If you Read More
The Oxford English Dictionary defines “relevant” as “closely connected or appropriate to what is being done or considered.” This definitely applies to the world of ad sales too. Being relevant in ad sales is NOT about learning a prospect’s favorite vacation spot from Facebook®. Read More
You’re zipping through the sales meeting, plenty to report on, (which is great) and then glancing at your texts on your smart phone under the table because your sales manager is about to wrap it all up. Then all of a sudden she says, Read More
The key to your success in the world of media sales is increasing the number of meetings you are granted by prospective advertisers. Developing an effective prospecting process can make or break your media sales career. The absolute goal of prospecting is to Read More
Every January many people tend to make resolutions, both personal and professional. By the end of the first month, the majority of those people fail. Why do some people fail where others succeed? According to Statistic Brain, a site that compiles data from academic sources, “People Read More
Just imagine if a top athlete never practiced. Would he or she be as successful? Probably not. So it always surprises me to learn that so many ad sales reps that never, ever role-play in an effort to improve. Every salesperson needs regular role play sessions and trainings Read More
