Q&A with Ryan Dohrn, 360 Ad Sales Strategy & Training by Andy Kowl. Andy is Sr. VP of Publishing Strategy for ePublishing, the leading B2B publishing platform provider. He reached out to his favorite advertising sales expert for an answer to the question most publishers are asking right now: How…
Are Customer Needs Assessments Dead?
As we navigate the changes in our world right now, I think it’s important to focus on the Customer Needs Assessment. If you’re in a leadership role, right now you might be saying, “No, Ryan, don’t talk about not doing a CNA.” Here’s my point, though. We’re living in a…
Hiring Great Media Salespeople
The question I am asked most often is 'how do I find great media salespeople?' The answer is pretty simple, start with a great hiring process. There are 8 steps and I would be happy to guide you along the way.
How Instant Gratification Syndrome Has Ruined Advertising
5 Ways to Control the ROI Conversation with Advertisers Instant Gratification Syndrome, or IGS, is a debilitating disease characterized by emotional servitude to the Now. In my ad sales training workshops, IGS and ROI seem to be universal terms for “results.” But, what does the term “results” really mean? That…
10 Reasons to Open Your Ad Sales Ears and Listen
Listen more to sell more! It’s a premise that sounds so simple. And most ad salespeople will tell you they’re really good listeners. But I’ve sat in on a great number of calls in my media sales training, and I know that’s not actually the case. So let me walk…
Learn Your Sales Math or Else! VIDEO!
So you want to work smarter and not harder? Good luck with that! 28-year sales and marketing vet Ryan Dohrn shows you how to break down your sales numbers and get realistic about what you need to do to be a success in the sales business.