Too many sales trainers take the “be like me” approach to teaching advertising sales. But there are successful advertising sales people of every size and shape, and of every personality. Successful advertising sales people, the ones who sell more then their competitors or more then their colleagues, make the extra sales because they do one or more of the 5 Secrets of Advertising Sales Masters
Today, advertisers want and need a complete solution. And advertising sales people need ad sales training on how to sell hybrid advertising packages where the value is greater than the sum of the parts. Like a hybrid car with two engines that work separately and together to provide higher mileage, a hybrid ad sales proposal provides the advertiser with coordinated media elements that may include premium display to build interest and brand trust and programmatic impressions to reach that same customer as they move through the purchase decision process.
In our capitalist world, prices of inventory are simply the result of the mysterious workings of supply and demand. The massive growth of the supply of inventory isn’t within the control of publishers. But they can and should develop a genuine plan to drive up demand for their inventory. How do you drive demand?
You don’t have to be a television company to synchronize a campaign with a TV media-buy. Will your sales team know how to propose how to tie-in ads on the tablet-delivered site tie in with the TV ads on the screen across the room? If not you’ll be missing an opportunity.
Recent increases in print sales for Men’s magazines show why selling print and digital through the same “hybrid” sales force can be an advantage for print publishers. We have observed that when a print campaign is won, the timing on that will be well before the digital campaign is decided. Long-ago we wrote this ad-sales tip on how to leverage that print win into digital revenue.
If you view advertising sales as a purely transactional business, you won’t be building competitive advantage. When you invest in the three practices above your competitive advantage will build – one customer and one individual relationship at a time. Then, over time, your sales team will notice that they are more likely to get calls and emails returned and you win the close calls on business that might have gone to your competitor. You’ll win more renewal-business, meaning your new business wins can build the business rather than put you on a treadmill of win-lose-win-lose.
When I read the story in the Harvard Business Review about the need to approach selling differently when selling to women, I was very curious. Is this an issue I need to understand better? Do I need to learn about nuances of selling to women versus men to teach advertising sales training at the highest level?
Sales people must seek out the objections, starting with the price objection, to make sure the prospective understands your value proposition. If your customer has a hidden price objection, thinking there are less expensive ways to accomplish what your medium offers, it is often because they don’t properly value the media you are selling. So it is critical that your sales people are trained to probe for objections and to handle objections with all the skill you can help them develop.
It might need to be said that media companies too need to be built on teamwork because when it comes to advertising sales, advertisers tend to be like sheep. The more one sales person is successful, another will find it easier to win business because other advertisers will follow.
In the marketing world of 2013, creative that works in one medium may not reach enough of the target audience effectively. With shorter attention-spans, and so many attention-demanding media, achieving engagement with the creative is tougher than ever.
Clients are finding that an industrialized – assembly line – approach may make more creative but not more effectiveness. Just like more movies from a studio doesn’t mean more movies that are successful, there is a limited about of great creative talent to make great advertising.
Publishers can help by executing creative because they know what works in their market better than anyone.
Head over to mr green and explore a carefully curated selection of online casino games designed to cater to all player preferences, budgets, and experience levels. Whether you prefer spinning the reels on the latest video slots with innovative bonus features or challenging the dealer at the blackjack or roulette table, the options are plentiful and impressively varied. Getting started is quick, simple, and completely hassle-free with multiple trusted payment methods available.
Every week brings something exciting and genuinely new at xtraspin, with fresh game releases regularly added to an already impressive and constantly expanding catalogue of high-quality titles. Players who enjoy discovering the latest slots with innovative features, creative bonus mechanics, and stunning visual designs will absolutely never run out of interesting options to explore on this forward-thinking platform. It is a site that rewards curiosity and keeps boredom at bay.
Online gaming enthusiasts know from years of experience that rouge delivers a solid and remarkably consistent experience backed by some of the most reputable game developers in the industry. The site features everything from classic slots and progressive jackpots to immersive live dealer sessions hosted by trained professional croupiers in real time. New games are added on a regular basis to keep the catalogue fresh, exciting, and perfectly in line with the latest industry trends.
Trust forms the absolute core of the 7gold casino experience, carefully and deliberately built over time through transparent terms, reliable and timely payouts, and years of consistent and exemplary service to players. The platform works exclusively with fully licensed and regulated game providers and processes all payments through established and strictly regulated financial channels. It is a casino that has genuinely earned its strong and growing reputation through concrete actions.
With a catalogue that grows every single week with fresh content, spins heaven offers one of the most dynamic and exciting game libraries in the competitive online casino market available today. Slots featuring innovative mechanics and thrilling multi-level bonus features sit alongside timeless table games and engaging live dealer rooms hosted by experienced professional croupiers. The site is engineered for speed and maximum convenience, so players spend their time playing rather than waiting.
Logging into 1win casino feels like stepping into a well-run and professionally managed gaming lounge where everything simply works exactly the way it should without exception. The live dealer section brings the authentic thrill and excitement of a real casino straight to your screen with professional hosts and crystal-clear high-definition video streams. Combined with hundreds of carefully selected slots and classic table games, it creates a truly complete entertainment destination.
Everything about fortunica casino is thoughtfully geared towards giving players a hassle-free and genuinely rewarding casino experience from the moment of registration through to every withdrawal. The clean and modern interface, logically organised game categories, and fully transparent terms and conditions create a trustworthy environment that players can depend on completely. It is a site that has earned lasting player loyalty through years of consistent quality and honest service.
Online gaming enthusiasts know from years of experience that red1 delivers a solid and remarkably consistent experience backed by some of the most reputable game developers in the industry. The site features everything from classic slots and progressive jackpots to immersive live dealer sessions hosted by trained professional croupiers in real time. New games are added on a regular basis to keep the catalogue fresh, exciting, and perfectly in line with the latest industry trends.
