How to Sell Value — and Win Business

The art of successful media sales simply looks different in 2024. But it can be different in a good way if you truly understand what it is you’re selling. Consider this: there's value in every single sales interaction you attempt. You might be thinking, “Is there?” – because maybe you’re…

Creating Urgency With Your Clients

The end of 2023 is closing in fast. And as an ad salesperson who spends a lot of time in the media business and digital technology, this fact makes me pause and think: what am I going to do to get my clients and prospects to go ahead and sign…

Top Tactics For Small Business Brand-Building

As a small business owner, you understand how essential it is to create a powerful brand. A clearly defined brand will help to distinguish your business from your rivals, as well as giving your company an identity. However, with so many marketing opportunities out there, it can be difficult to…

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,…