The Niche Super Conference in Nashville was a HUGE success. Below is a link to download all the ad sales training decks I presented. I would love the opporunity to offer media sales training on these topics or 40 others to your team. Please drop me an email to take the…
Control and Command Your Next Sales Conversation
As advertising sales professionals, we all recognize we’re selling in a media landscape that’s tougher than ever before. So what are we going to do to control the conversation with advertisers? How will we command that conversation? And then, ultimately, convert the conversation to a sale?
Reeling In Big Advertisers, 6 Steps to Perfect Ad Sales Prospecting
It’s incredibly tough to get meetings with potential advertisers today. Everyone in media sales knows this! So prospecting, and learning to do it well, is a critical component of ad sales training. I’ve figured out six steps to perfect prospecting that work for me. Put these into practice, and watch…
Getting Advertisers to Spend More with You
Consider this: You are a busy, dedicated, ad sales professional. Every minute of your working day is committed to doing the best for your advertisers and the media company you work for. When you’re not actually seeing clients or prospects you are researching them or designing effective ad campaigns for…
How Does GDPR Effect Your USA Based Company
So you live in the USA and you think the new GDPR regulations do not impact you? You could not be more wrong! If you’re questioning whether GDPR will effect you, it takes one simple question to know the answer, Does your company or do any of your clients collect…
5 Steps to Close More On the First Sales Call
It’s a wonderful feeling, isn’t it, that heady, addictive moment when you close a deal! In every ad sales training workshop, I teach, I loudly proclaim, after 28 years and thousands of sales, that feeling just never goes away. For me, it is just as fresh today as it was…
The Case for Sales Categories vs Sales Territories
In my ad sales training and coaching, I am asked about categories vs. territories all the time. My collegue Lou DeLone wrote his views on this topic and I thought I would share his insights with you here in our monthly ad sales training blog. The Case for Sales…
Overcoming The Most Common Media Sales Objections
Let me begin this month’s ad sales training post with a question: Is there any part of the selling process that scares you? Cold-calling maybe? The close? Or perhaps it’s the part where your prospective client hurls a metaphoric wrench in your up-to-now perfect presentation by raising an objection. An…
Closing Techniques of Media Sales Superstars
Media salespeople love to talk, which is fine - as long as they also know how to listen! And they don’t just talk to their clients, they also talk to their peers, and it is during these peer-to-peer conversations that sales legends are born. Highly successful media sales people become…