I am often asked by clients how they can keep their sales teams "pumped up" during the fall selling season if budgets do not allow a coach to come onsite to offer ad sales training.  From my perspective, the critical issue to address is how to eliminate distractions  and help…

I am often asked about tools for prospecting.  As you all know, having a process, any process, is better than no process at all.  This 100% applies to prospecting for new advertisers.  To that end, I spend an entire day on location in ad sales training teaching my prospecting idea…

Internet consultant Ryan Dohrn offers strategies to media companies to make money using correct and accurate pricing. Pricing your digital assets can be tough due to the large number of products and variables in your marketplace. There are three factors I would advise you to consider: competition, base line pricing…

I am often asked by senior level ad sales people advice on getting out of an ad sales rut.  What does this mean?  It can vary person to person, but in most cases, a senior level ad sales rep is either worn out from selling the same thing to the…

I am often asked about SOV in many Requests For Proposals (RFP) received by my media clients.  What is it and how is it calculated?  SOV stands for "Share Of Voice". In comparison to other advertisers, what is a certain clients' share of the total impressions you will deliver in…

I wish I could say I was surprised when I go on an ad sales call with a client and they talk about their media product for the first 20 minutes of the ad sales meeting. Why do sales people talk so much? In most cases, it is bad training…