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…

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…

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…

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…

“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…

For most ad sales professionals, the autumn season signals the beginning of the end of your ad sales year. Even if your fiscal year does not follow the calendar year, when you add the holiday season and new year celebrations into the mix, you have a double whammy that often…

The Oxford English Dictionary defines "relevance" as "the state of being closely connected or appropriate to the matter in hand".  This definition extends and expands to the world of ad sales. Relevance in ad sales is NOT about learning a prospect’s favorite vacation spot from Facebook. That is often seen…

The key to your success in the world of media sales is increasing the number of meetings you are granted by prospective advertisers. Developing an effective prospecting process can be the difference between life and death in your media sales career. For me, the goal of prospecting is simply getting…

The month of February brings to the forefront a single day where love is the focus. Valentines Day. Yes, that one-day where we go all out for that one person we love dearly. I would suggest to you that if you wait until February 14 you have missed 11 other…

What will you do to exceed your goals in 2017?  In my ad sales training travels I see some media sales people drift aimlessly from day to day and year to year. There is no focus on a long-term plan for their life, let alone for their sales life. Other…