Home Blog

Selling During Times of Economic Uncertainty

There’s so much going on out in the world—so much economic uncertainty and insecurity right now. So this blog is going to get you pumped up and ahead of the storm we are selling through yet again. It’s not like we haven’t been here before. Economic uncertainty means different things…

Selling During Times of Economic Uncertainty

There’s so much going on out in the world—so much economic uncertainty and insecurity right now. So this blog is going to get you pumped up and ahead of the storm we are selling through yet again. It’s not like we haven’t been here before. Economic uncertainty means different things…

Warming Up the Cold Call for Better Results

It's important to recognize that selling in a post-pandemic world or to pandemic-fatigued customers is a challenge in and of itself. Many of us are told that we have to make X number of phone calls every day to new clients. I get it. I need to do it every…

Close 35% More with Recommendation-Based Selling—Here’s How

Things are just different right now in Sales Land. Understatement, right? The title of my new book, Selling Forward, is 100% committed to re-inventing your sales game in a pandemic fatigued world. While I was writing the new book, which was originally called Post-Pandemic Sales Strategies, I got COVID, and…

Are You A One-Trick Sales Pony? Explaining and selling the marketing triangle of success

The idiom one-trick pony is derived from the circus. A circus featuring a pony that has only been trained to perform one trick and often is not very entertaining.  Unfortunately, that is how we are often seen in the media business. All too often advertisers see us as being good…

Getting Out of a Sales Rut: Exploring the intersection of mental health and sales fatigue

Mental health is a very important subject for us to discuss as it relates to our work life and, I believe, our sales life, as well. Please understand that I am not a clinically trained therapist in any way, shape or form. I do hold an Associate Certified Coach (ACC)…

Overcoming the 6 Most Common Advertiser Objections

Media salespeople that can effectively handle objections close 40% more business By ad sales training expert Ryan Dohrn Handling objections is a skill that every media salesperson must master. Amidst selling during this global pandemic, objection-handling has taken a little bit of a different twist. Having worked with almost 30,000…

Overcoming the 6 Most Common Advertiser Objections: Media salespeople that can effectively handle objections close 40% more business

Handling objections is a skill that every media salesperson must master. Amidst selling during this global pandemic, objection-handling has taken a little bit of a different twist. Having worked with almost 30,000 salespeople around the globe, I’ve found that objection-handling is a skill that most salespeople think they have mastered,…

Asking for the Order: New techniques to close the sale without acting like a salesperson

There are usually two points during every sales call that are mildly awkward. Most salespeople will say that those two are the beginning and the end of every scheduled sales call with a prospective client, since both of these can present a unique set of challenges. At the beginning of…

Think Like A Doctor to Sell More Ads

Every single sales call with an advertiser is valuable. So valuable that you do not want to waste time asking questions that will not help you close the deal. After 30 years of selling and marketing media, I find that you have three to five questions, and that is about…