10 Proposal Secrets for Success

I have a number of business quotes I’ve found to be true and that I live by and share in my ad sales training. One of my favorites is, “Always be looking for repeatable patterns of sales success.” That advice most definitely applies to the art of building an ad…

Control and Command Your Next Sales Conversation

As advertising sales professionals, we all recognize we’re selling in a media landscape that’s tougher than ever before. So what are we going to do to control the conversation with advertisers? How will we command that conversation? And then, ultimately, convert the conversation to a sale?

Reeling In Big Advertisers, 6 Steps to Perfect Ad Sales Prospecting

It’s incredibly tough to get meetings with potential advertisers today. Everyone in media sales knows this! So prospecting, and learning to do it well, is a critical component of ad sales training. I’ve figured out six steps to perfect prospecting that work for me. Put these into practice, and watch…

Getting Advertisers to Spend More with You

Consider this:  You are a busy, dedicated, ad sales professional. Every minute of your working day is committed to doing the best for your advertisers and the media company you work for. When you’re not actually seeing clients or prospects you are researching them or designing effective ad campaigns for…

How Does GDPR Effect Your USA Based Company

So you live in the USA and you think the new GDPR regulations do not impact you?  You could not be more wrong! If you’re questioning whether GDPR will effect you, it takes one simple question to know the answer, Does your company or do any of your clients collect…

5 Steps to Close More On the First Sales Call

It’s a wonderful feeling, isn’t it, that heady, addictive moment when you close a deal! In every ad sales training workshop, I teach, I loudly proclaim, after 28 years and thousands of sales, that feeling just never goes away. For me, it is just as fresh today as it was…

The Case for Sales Categories vs Sales Territories

In my ad sales training and coaching, I am asked about categories vs. territories all the time.  My collegue Lou DeLone wrote his views on this topic and I thought I would share his insights with you here in our monthly ad sales training blog.   The Case for Sales…

Overcoming The Most Common Media Sales Objections

Let me begin this month’s ad sales training post with a question: Is there any part of the selling process that scares you? Cold-calling maybe? The close? Or perhaps it’s the part where your prospective client hurls a metaphoric wrench in your up-to-now perfect presentation by raising an objection. An…

Closing Techniques of Media Sales Superstars

Media salespeople love to talk, which is fine - as long as they also know how to listen! And they don’t just talk to their clients, they also talk to their peers, and it is during these peer-to-peer conversations that sales legends are born. Highly successful media sales people become…

Turning “I have no budget” Into A Closed Deal!

“I have no budget,” or, “My budget is allocated for the year,” are the most common objections I hear as a media sales professional. Unlike the vast majority of ad sales coaches out there, I actually sell media every day. What I share is what I do! If you don’t…