So, you got there late and you gave it away for years...the search for the elusive ad dollar seems to be a never ending game of cat and mouse. So, should publishers just give up on the web and move to new dollars? Perhaps look hard at mobile or tablet…

How can we predict the future of our media sales business?  Very often media companies venture into the vast unknown of new digital projects because they feel that they have to or they will be seen as an "old dog" or as a company that is not "keeping up with…

On the last Wednesday of February 2013, ad sales training guru Ryan Dohrn spoke to an overwhelmingly appreciative audience at the Publishing Heroes Conference hosted by the Publishing Media & Expo and held at the Publishing Heroes Theater in London, England. “This was a remarkable opportunity to not only share…

I was asked last week about weekly ad sales training. One of my clients has a veteran sales team and felt that training was no longer needed. Like everything else, sales requires practice. As professional sales people we get so busy with everything else that we forget about the basics.…

Let's talk a little bit about statistics. From an ad sales training perspective, I am always asked for great stat that my students can share with their clients.  I normally ask…why? The thing about statistics is that ad sales reps love stats and very often when they hear or receive…

Each year we set new resolutions for personal and professional growth.  Here are four ideas ad sales reps may want to consider in 2013.   1.   Embrace Your Ratios:  Knowing your call to close ratios is a comforting number.   It is a number you can work from to stay on…

Forget about making New Year’s resolutions to be richer, thinner and healthier. Start 2013 with a resolution to grow your customer base and your organization’s success. An e-Newsletter can be a great way to build a strong connection with your customers—one that makes them think of your business first when…