Each year we set new resolutions for personal and professional growth.  Here are four ideas ad sales reps may want to consider in 2013.   1.   Embrace Your Ratios:  Knowing your call to close ratios is a comforting number.   It is a number you can work from to stay on…

Forget about making New Year’s resolutions to be richer, thinner and healthier. Start 2013 with a resolution to grow your customer base and your organization’s success. An e-Newsletter can be a great way to build a strong connection with your customers—one that makes them think of your business first when…

Here are 7 ways to really improve your monthly sales e-Newsletter: 1.    Keep it very short.  While context is good, bullet points are better.  Plus, bullets are easy to read.  Short is good.  Less is more. 2.    REALLY, really focus on success.  Get a quote from an advertiser and include…

The secret to social media sales is the training of two people: the advertiser and the actual sales ad sales rep.  It is all to easy for an advertiser to say that they understand social media marketing because they post daily on Facebook.  It is equally easy for an ad…

I am often asked by clients how they can keep their sales teams "pumped up" during the fall selling season if budgets do not allow a coach to come onsite to offer ad sales training.  From my perspective, the critical issue to address is how to eliminate distractions  and help…

I am often asked about tools for prospecting.  As you all know, having a process, any process, is better than no process at all.  This 100% applies to prospecting for new advertisers.  To that end, I spend an entire day on location in ad sales training teaching my prospecting idea…

Internet consultant Ryan Dohrn offers strategies to media companies to make money using correct and accurate pricing. Pricing your digital assets can be tough due to the large number of products and variables in your marketplace. There are three factors I would advise you to consider: competition, base line pricing…

I am often asked by senior level ad sales people advice on getting out of an ad sales rut.  What does this mean?  It can vary person to person, but in most cases, a senior level ad sales rep is either worn out from selling the same thing to the…

I am often asked about SOV in many Requests For Proposals (RFP) received by my media clients.  What is it and how is it calculated?  SOV stands for "Share Of Voice". In comparison to other advertisers, what is a certain clients' share of the total impressions you will deliver in…

I wish I could say I was surprised when I go on an ad sales call with a client and they talk about their media product for the first 20 minutes of the ad sales meeting. Why do sales people talk so much? In most cases, it is bad training…