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…

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…

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.

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…

It’s that time of year when you’re looking out the window and it’s nice outside. Maybe you’ve got a pool or a garden. Or you’re in a corporate building, and you’re looking out and seeing people outside enjoying the day. It can be tempting to give in to the summer…

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…

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?

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…

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…

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…