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...
TGIF!

TGIF!

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...
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...
How to Sell Print to the “Digital-Only”

How to Sell Print to the “Digital-Only”

Print can be a tough sell to those prospects who say, “We only do digital”. But fear not! There are ways to overcome that obstacle. It all starts by telling your print story. How do you do that? Start by emphasizing the direct link between your own website...
Million Dollar Idea: Buyers Guides!

Million Dollar Idea: Buyers Guides!

The next installment of our Million Dollar Idea series comes from niche publisher Jeff Peterson of Peterson Publications. (His media company currently publishes 9 titles, 5 directories and 2 guides.) Publisher: Jeff Peterson, Peterson Publications, Topeka, KS...
Million Dollar Idea: Affinity Directory!

Million Dollar Idea: Affinity Directory!

The Niche CEO Summit, held in Phoenix last month, was packed with growth strategies from niche publishing CEOs nationwide and in all markets. We’re sharing the best ideas with you in our new Million Dollar Idea feature. (Past installments: event revenue and...