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…

Helping Advertisers Prepare for the Buying Bump , 10 Ideas to Update Your Media Sales Game

All research points to a buying bump that is set to occur. We see citizens getting back to some level of normalcy, signaling that many buying habits will soon come back into play. Yet, our advertisers are still throwing us the same COVID-based objections. Do they not want to get…

Has COVID Killed Relationship Selling?

What do the years 1990, 2001, 2007 and, 2019 all have in common?  These years represent bad times in the American economy.  Technical recessions in America.  Times when we had to reinvent our sales game and adjust for the circumstance.  So, why does the era of selling amidst COVID feel…

10 Ad Sales Training Habits to Boost 2021 Sales

2020 was an absolutely c-r-a-z-y year in the media sales business, one we’ll never forget.  As an ad sales training coach, it’s time for me to pump you up for a MUCH better 2021—a year that’s filled with some crazy media sales success! The question is, what are we going…

10 Ways to Close 2020 Sales Strong with Ad Sales Training Advisor Ryan Dohrn

What a crazy year—it seems like it was March just yesterday and we were talking about helping our advertisers survive the first COVID lockdown. But we’re moving into that time of year when we need to close out 2020 sales in as strong of a way as possible. And we…