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...
10 Reasons to Open Your Ad Sales Ears—and Listen

10 Reasons to Open Your Ad Sales Ears—and Listen

Listen more to sell more. It’s a premise that sounds so simple. And while most salespeople will tell you they’re really good listeners, I’ve sat in a number of calls, and I know that’s not actually the case. Here are 10 key tips to help you listen better to get...
D.R.I.V.E. Your Sales Results to the Finish Line

D.R.I.V.E. Your Sales Results to the Finish Line

  Winning the Daytona 500 is just one stop on your quest to auto racing greatness. It’s more than going fast. It requires a plan. Race crews test and create a unique plan for each race and race track. As I travel and teach ad sales training, I’m seeing a lot of...
Top 20 Power Words to Use in Ad Sales

Top 20 Power Words to Use in Ad Sales

People say there is power in the words you use, so I did a little research into the most potent power words to suggest in my media sales training. I looked for words that evoke emotion; words that show proven power in the sales arena. What I found is the list that...