Things are just different right now in Sales Land. Understatement, right? The title of my new book, Selling Forward, is 100% committed to re-inventing your sales game in a pandemic fatigued world. While I was writing the new book, which was originally called Post-Pandemic Sales Strategies, I got COVID, and…
Are You A One-Trick Sales Pony? Explaining and selling the marketing triangle of success
The idiom one-trick pony is derived from the circus. A circus featuring a pony that has only been trained to perform one trick and often is not very entertaining. Unfortunately, that is how we are often seen in the media business. All too often advertisers see us as being good…
Overcoming the 6 Most Common Advertiser Objections
Media salespeople that can effectively handle objections close 40% more business By ad sales training expert Ryan Dohrn Handling objections is a skill that every media salesperson must master. Amidst selling during this global pandemic, objection-handling has taken a little bit of a different twist. Having worked with almost 30,000…