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…
9 Ways to Avoid the Summer Media Sales Slump
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…
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…