by Nancy O'Brien | Jun 13, 2019 | Ad Sales, Online Revenue
I often encounter advertisers who think digital advertising is less expensive than print. Then I spend some time explaining how it’s not an “either-or” mindset. A combination of print and digital works best and drives your highest ROI. I show...
by Ryan Dohrn | Jun 4, 2019 | Ad Sales
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...
by Carl Landau | May 16, 2019 | Ad Sales
Are you being as assertive as you need to be on sales calls? Hmmm, do any of these approaches sound familiar? “Did you get the media kit?” “Hi, I’m just calling to check in……” “Is this a good time to talk?” These are NOT good opening lines! Sure you want to be...
by Ryan Dohrn | Apr 18, 2019 | Ad Sales
“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...
by Carl Landau | Apr 4, 2019 | Ad Sales
No matter how brilliant your sales tactics are, it can be hard to get clients to actually answer the phone. Sure email and texting saves tons of time. But it’s important to keep that personal connection with your clients. Plus, you have important information to...
by Ryan Dohrn | Mar 7, 2019 | Ad Sales
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...
