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…
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…
Learn Your Sales Math or Else! VIDEO!
So you want to work smarter and not harder? Good luck with that! 28-year sales and marketing vet Ryan Dohrn shows you how to break down your sales numbers and get realistic about what you need to do to be a success in the sales business.