9 Ways to Avoid the Summer Media Sales Slump

9 Ways to Avoid the Summer Media Sales Slump

It can be tempting to give in to the summer ad sales slump. It happens with a lot of companies because advertisers go dark as they’re out on vacation or busy with their kids. So let me share with you nine things I do to avoid that slump. You can put these sales tips...
10 Ad Sales Proposal Secrets for Success

10 Ad Sales Proposal Secrets for Success

I have a number of business quotes I’ve found to be true that I live by and share in my ad sales training. One of my favorites is, “Always be looking for repeatable patterns of sales success.” That advice most definitely applies to the art of building an ad sales...
Talk the Talk: 2 Awesome Sales Tips

Talk the Talk: 2 Awesome Sales Tips

As sales professionals, talking is a big part of what we do. We all have a pitch, a sales sheet and demos. But also consider that 86% of buyers report that they’d rather go to the dentist than talk to a sales professional (like us). Making the sale is really all about...
Media Ad Sales: The Daily Quick 10

Media Ad Sales: The Daily Quick 10

“Motivation gets you started, habit keeps you going.” –Jim Ryun Successful salespeople find ways to stay motivated. But what about developing good habits?  You know, a tendency or practice that’s actually hard to give up. In my sales workshops, I teach...
3 Quick Prospecting Tips

3 Quick Prospecting Tips

Everyone in media sales knows this– it’s incredibly tough to get meetings with potential advertisers today. Is there some magic formula to reel them in? No. The key to generating new business is to perfect your prospecting process. (Say that fast 3x!) Put these...