2020 was an absolutely c-r-a-z-y year in the media sales business, one we’ll never forget. As an ad sales training coach, it’s time for me to pump you up for a MUCH better 2021—a year that’s filled with some crazy media sales success! The question is, what are we going…
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…