Measuring the results advertisers can expect against the price you charge involves several key steps to ensure clarity and alignment: Define Objectives and KPIs: Start by clearly defining the advertiser's objectives. Are they looking for brand awareness, lead generation, sales conversions, or another specific outcome? Establish Key Performance Indicators (KPIs)…
The “One Up, One Down” Sales Strategy: How to Never Get Left Behind
In media sales, losing your main contact at a client company can leave you scrambling. One day, you’re exchanging friendly emails with Bob, your go-to guy, and the next, he’s gone. Whether it's retirement, a new job, or just an extended leave, the result is the same: you're stuck, relationshipless,…
How Much Should a Local or Regional Business Spend on Marketing?
If you own a local or regional business, one of the most common questions you’ll face is: How much should I be spending on marketing each year? The answer depends on your goals, your competition, and where your business stands in its growth journey, but there are solid guidelines you can…
10 Ideas to Keep Your Media Sales Game Sharp!
With a buying bump on the horizon, it is important that we as media sales training seekers move advertisers beyond pre-election objections and help them embrace new opportunities. But, emotional decision-making still drives purchases, with 64% of my media sales coaching clients reporting that buyers still prioritize feelings over logic.…
D.R.I.V.E. Into the New Year: Sales Success Strategies for 2025
As we ring in the new year, many sales professionals find themselves eager to hit the ground running but unsure how to fine-tune their strategies for the road ahead. Much like winning the Daytona 500, achieving sales greatness requires more than speed—it demands a detailed plan. Auto racing isn't just…
10 Ways to End the Advertising Year Strong
As the year draws to a close, finishing strong isn’t just a motivational slogan—it’s a strategic advantage. Here are ten actionable ideas to help you make the most of the remaining months and set a powerful tone for the year ahead. 1. Position Yourself as an Advisor Stop thinking of…