What are the five most common roadblocks that are stopping you from exceeding your ad sales goals?  All to often, as I teach ad sales training workshops, I observe the most common problem stopping sales people from being a raging success are random patterns passed off as a "sales process". …

Each New Year we set resolutions or goals for the upcoming year. As an ad sales training coach it was interesting to learn that experts tell us that 90% of people set goals on January 1st, yet less than 10% achieve those goals. So, after training over 3,000 ad sales…

This time of year things tend to slow down in “Sales Land”. Well, at least that is the thought anyway. I often hear ad sales reps say, “Nothing happens between Dec 21st and Jan 8th.     I feel this is a misguided statement that is used as an excuse…

Yes, you read this right.  I was asked to offer 20 revenue ideas in 20 minutes at the Niche Digital Conference in Savannah, GA.  For those of you that know me... I am an ad sales training coach and yes... I do talk fast.  But, not that fast!  So, I…

As a sales coach, I am often asked this question, "How do I distribute sales leads that come in from our web site?" Or, calls that come into the office via phone? I have managed teams around this sales training process for over 15 years.  

Happy Halloween!  All to often a qualified advertiser will go dead on us. Meaning, they said they liked our idea and you agreed to send them a proposal. But now, they are not responding at all. Basically, they are dead.  So, how do you bring them back to life? To…