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.…

Let's talk a little bit about statistics. From an ad sales training perspective, I am always asked for great stat that my students can share with their clients.  I normally ask…why? The thing about statistics is that ad sales reps love stats and very often when they hear or receive…

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…