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…

How to Sell Successful Advertising Programs Today

Q&A with Ryan Dohrn, 360 Ad Sales Strategy & Training by  Andy Kowl.  Andy is Sr. VP of Publishing Strategy for ePublishing, the leading B2B publishing platform provider. He reached out to his favorite advertising sales expert for an answer to the question most publishers are asking right now: How…

Are Customer Needs Assessments Dead?

As we navigate the changes in our world right now, I think it’s important to focus on the Customer Needs Assessment. If you’re in a leadership role, right now you might be saying, “No, Ryan, don’t talk about not doing a CNA.” Here’s my point, though. We’re living in a…

Hiring Great Media Salespeople

The question I am asked most often is 'how do I find great media salespeople?'  The answer is pretty simple, start with a great hiring process.  There are 8 steps and I would be happy to guide you along the way.

How Instant Gratification Syndrome Has Ruined Advertising

5 Ways to Control the ROI Conversation with Advertisers Instant Gratification Syndrome, or IGS, is a debilitating disease characterized by emotional servitude to the Now. In my ad sales training workshops, IGS and ROI seem to be universal terms for “results.” But, what does the term “results” really mean? That…

10 Reasons to Open Your Ad Sales Ears and Listen

Listen more to sell more! It’s a premise that sounds so simple. And most ad salespeople will tell you they’re really good listeners. But I’ve sat in on a great number of calls in my media sales training, and I know that’s not actually the case. So let me walk…