News recently broke that Kantar, the media research company, is being shopped around with a billion-dollar-plus price tag. Media research is valuable. But too many media companies don’t get their money’s worth out of the their subscriptions to MRI or Neilsen or ComScore or name-the-syndicated-research for your medium. Most ad-sales […]
Big sales come from hurdling big objections. “You are too small,” is one of those common, big, objections in the world of advertising sales. Big advertisers with big budgets want to make a few big purchases to accomplish their objectives. They often feel like buying your smaller, but very nice, […]
Too often salespersonship is equated with manipulative tactics or worse. Real sales skills are leadership skills that are simple, available to all, and that work especially well in media sales. Yes, sales is leading customers like discussed in Selling Power on leadership mindset. But it’s much more than that. After all, leadership […]
Almost two years later, still grateful. It’s not often that an ad-sales trainer or ad-sales consultant has the opportunity to work for a client, helps them achieve success, and gets a send-off as nice as this. Our success would not have been possible without the team we recruited and trained. […]
Fail well! Now there ‘s an idea. In Silicon Valley it’s often said that investors are happy to invest with entrepreneurs who have failed in the past, because they will have learned so much from the experience. If you are in the ad-sales business, failing to close deals is not […]
Subscriptions will be the primary driver for quality media, because relying on advertising as the primary revenue stream puts publishers in competition with companies that don’t pay anything for content.
Big new ad-sales come from asking powerful questions that help you understand the big opportunities, and help your prospect understand your proposal in a different way.
Ad-sales people generally don’t like to be told how to do their job. One reason they are in sales is they like the independence that comes with success. And no one, neither sales nor management, likes to admit there has been money left on the table, un-made sales that were […]
Many have written about the “Original Sin” of traditional media making the mistake of giving away their content online, sealing their fate. Too few understand that it was the entire Internet competing for time that drew audiences away from online newspapers. While internet media re-invested their profits in making themselves […]
Sales is sales, right? Not so fast my friend. Advertising sales is different from most other business-2-business sales for several reasons. Let’s review. Advertising media and sponsorship purchase decisions are public decisions. The public sees what a company decides and will have a point of view; approval or displeasure – […]
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