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...
Ad Sales Outreach Gold: The call + email combo

Ad Sales Outreach Gold: The call + email combo

I like still like to go old school in my ad sales outreach and actually call my prospects. I will take the results of calling prospects vs. the emailing approach any day. But don’t get me wrong, emailing can be super-efficient and effective. Every sales rep both...
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...