There’s so much going on out in the world—so much economic uncertainty and insecurity right now. So this blog is going to get you pumped up and ahead of the storm we are selling through yet again. It’s not like we haven’t been here before. Economic uncertainty means different things…
Warming Up the Cold Call for Better Results
It's important to recognize that selling in a post-pandemic world or to pandemic-fatigued customers is a challenge in and of itself. Many of us are told that we have to make X number of phone calls every day to new clients. I get it. I need to do it every…
Close 35% More with Recommendation-Based Selling—Here’s How
Things are just different right now in Sales Land. Understatement, right? The title of my new book, Selling Forward, is 100% committed to re-inventing your sales game in a pandemic fatigued world. While I was writing the new book, which was originally called Post-Pandemic Sales Strategies, I got COVID, and…
Are You A One-Trick Sales Pony? Explaining and selling the marketing triangle of success
The idiom one-trick pony is derived from the circus. A circus featuring a pony that has only been trained to perform one trick and often is not very entertaining. Unfortunately, that is how we are often seen in the media business. All too often advertisers see us as being good…
Overcoming the 6 Most Common Advertiser Objections
Media salespeople that can effectively handle objections close 40% more business By ad sales training expert Ryan Dohrn Handling objections is a skill that every media salesperson must master. Amidst selling during this global pandemic, objection-handling has taken a little bit of a different twist. Having worked with almost 30,000…