Selling Using Competitive Media

It is a very common practice to look to your competitors for new sales leads.  While I understand this strategy is common, unfortunately, you are often seen as late to the party if you call on them and ask them to run with you as well. For several years I have…

Selling to Jerks

Have you been on a sales call with an ego driven jerk in the last 30 days?  If not, perhaps you need to prospect a little more as you should run across them on a fairly frequent basis.  They know all about marketing.  They think they are a marketing guru.  They feel that they…

10 Reasons To Fall in Love With Your CRM Tool

Every day I hear about sales people refusing to use their Customer Relations Management software for one reason or another.  The most common reasons for resistance are old habits, CRM inadequacies and flat out insubordination.  I am here to tell you that no matter the CRM tool you choose, you…

Why is Accountability A Bad Word?

No matter the size of the media company, one universal truth of sales failure is lack of formal accountability within the sales team.  When I mention the word you can see managers get red and sales people get fire in their eyes.  But why?  When did accountability become such a…

10 Reasons To Practice Your Pitch

I am amazed at the number of veteran ad sales reps that never ever practice their trade in an effort to improve.  Just imagine if Tiger Woods never practiced. 

Getting the Most Out of Younger Sales Reps

You may find it interesting to note that an MIT study on what motivates people concluded that money is not the best motivator.

The 10 Minute Ad Sales Call

If you read my blog often you know that I am really big on having a process for everything.  Why?  First, most sales people thrive when structure is present.  Second, I am a roll with the flow kind of guy and I recognized long ago that randomness kills my ability to be a…

Ad Sales Management, 10 Tips for Success

There are hundreds of factors that contribute to being a great ad sales manager.  There are ten common "traits" I have observed in highly effective ad sales managers.  When I am hosting ad sales management training we spend considerable time looking into each of these "traits" to refine them or find them…

Why Should I Buy An Ad From You?

What makes you different from every other sales person that contacts a potential advertiser today? Again... what makes YOU different? This is a question that you should be asking yourself before each and every interaction with a potential client.

Stop Wasting December, 10 Tips For Fall Sales Success

The late fall, particularly around the holidays, is typically a time of year when most media sales people get lazy.  The reason for this is pretty simple.   Over the course of many years, most sales people have come to the conclusion that no advertising decisions are made in December.  While for the…