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…
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.
The Top 20 Power Words to Use in Ad Sales
People say there’s power in the words that you use. I’d have to 1,000% agree with this. So I did a little research into the most potent power words to suggest in my media sales training. I looked for words that evoke emotion—words that show proven power in the sales…