Stop Blowing Up Sales Calls. Stop the POP!

My eleven-year-old son is blowing up a balloon. I can see what is going to happen. I know there is an explosion looming. I have heard balloons pop hundreds of times in my life yet, as the balloon nears the verge of popping, I cannot help but cringe at the…

5 Steps to Closing More Ad Sales

Closing sales is critical to the future of your media business. So why do 90% of sales executives fail to ask for the sale at the end of a sales meeting or call? The answer for most of my clients is pretty simple; they are just not prepared to ask!…

Why Ad Sales is like the Game of Chess

I’m occasionally asked to accompany an account executive for coaching purposes as they make a sales call. The majority of the time, the account rep will talk about their media product for the first 20 minutes of the ad sales meeting.  Why do sales people talk too much?

Strategic Planning is Critical to Business Success

Do you have plans for your fall strategy meeting?  You know the old saying, “Failing to plan is planning to fail.”  So, set a date today and think about the seven steps I use to set your day of planning in motion.  The first step is to determine if you…

Better Conversations Equal Better Ad Sales

To stay abreast of the latest in ad sales training, I often listen in on fellow sales coaches to learn and observe.  What seems so odd to me is the lack of common sense in what is being taught today.

Hiring Your Next Ad Sales Executive

As an ad sales training consultant, I am often asked to pass along the names of ad sales reps that are looking for work. When asked about candidate qualifications, most of my media company clients respond by saying they are looking for 7-10 years of ad sales experience, great communication…

Should Publishers Just Give Up On the Web?

So, you got there late and you gave it away for years...the search for the elusive ad dollar seems to be a never ending game of cat and mouse. So, should publishers just give up on the web and move to new dollars? Perhaps look hard at mobile or tablet…

Predicting the Future of Media Sales

How can we predict the future of our media sales business?  Very often media companies venture into the vast unknown of new digital projects because they feel that they have to or they will be seen as an "old dog" or as a company that is not "keeping up with…

Ryan Dohrn Keynote Speaker at Publishing Heroes Conference in London

On the last Wednesday of February 2013, ad sales training guru Ryan Dohrn spoke to an overwhelmingly appreciative audience at the Publishing Heroes Conference hosted by the Publishing Media & Expo and held at the Publishing Heroes Theater in London, England. “This was a remarkable opportunity to not only share…

Weekly Ad Sales Training

I was asked last week about weekly ad sales training. One of my clients has a veteran sales team and felt that training was no longer needed. Like everything else, sales requires practice. As professional sales people we get so busy with everything else that we forget about the basics.…