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…
6 Ways To Show Your Advertisers Some Love
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…
10 Proven Ways To Exceed Your Sales Goals
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…
Selling Santa? A Fun Sales Tale.
Is Santa Claus real? I say yes. But, I have been “sold” on Santa for many years. 44 years to be exact. But, I was not always so convinced. Perhaps, the greatest “sales job” of them all just might be the never-ending quest my Mother placed on “selling Santa” to…
10 Ways To Boost Your Fall Sales Numbers
For most media 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 in the holiday season and new year celebrations to the mix you have a double whammy…
10 Sales Email Subject Lines To Get An Open, Read and Reply
Many ad sales trainers talk about the “good ole days” before email. When the phone was your weapon of choice. Many even suggest that email has ruined the media sales process. I could NOT disagree more. In my ad sales training workshops I teach that email is an amazing piece…