As we navigate the changes in our world right now, I think it’s important to focus on the Customer Needs Assessment. If you’re in a leadership role, right now you might be saying, “No, Ryan, don’t talk about not doing a CNA.” Here’s my point, though. We’re living in a…

The question I am asked most often is 'how do I find great media salespeople?'  The answer is pretty simple, start with a great hiring process.  There are 8 steps and I would be happy to guide you along the way.

5 Ways to Control the ROI Conversation with Advertisers Instant Gratification Syndrome, or IGS, is a debilitating disease characterized by emotional servitude to the Now. In my ad sales training workshops, IGS and ROI seem to be universal terms for “results.” But, what does the term “results” really mean? That…

Listen more to sell more! It’s a premise that sounds so simple. And most ad salespeople will tell you they’re really good listeners. But I’ve sat in on a great number of calls in my media sales training, and I know that’s not actually the case. So let me walk…

So you want to work smarter and not harder?  Good luck with that!  28-year sales and marketing vet Ryan Dohrn shows you how to break down your sales numbers and get realistic about what you need to do to be a success in the sales business.

People say there’s power in the words that you use. I’d have to 1,000% agree with this. 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…