Use Social Media for Ad-Sales

Great ad-sales people never rest. When it comes to prospecting and engaging with customers, they seek an edge every day; rising earlier, making more calls, and gathering more information that will be useful to their prospects. While the days of cold-calling are not over, the Masters of Media Selling use […]

5 Ad-Sales Skills That Separate the Good From the Great

We teach these 5 secrets at in our private customized sales training for major media companies, and skills we teach in the public Masters of Media Selling seminars I co-produce with MediaPost: 2 important secrets to getting more of the right appointments, one key to persuasion, and two objection-handling and closing principles.

Automated Advertising and Publishing Economics

Publishers can fight back and regain lost programmatic advertising revenue.  But success is not automatic.  If you are bewildered by the jargon has the solution for you…

Sales Teams Thrive on Trust

I once heard Duke Basketball Coach Mike Krzyzewski tell a story about the importance of trust in team-building. Perhaps more than any other endeavor, sales requires pushing through despite failure. Sales people and sales teams that have very high closing ratios could probably increase sales by approaching more prospects and lowering their win-rate. But criticism of failure reduces the risk-taking that is necessary for success.

Need for Digital Media Auditing: Fraud is Rampant

The solution of preventing advertising fraud by creating an approved list for advertisers to limit their advertising to will only solve 1/2 of the problem.  Advertising on known sites is a start.  But the traffic to those known sites must be verified to be real.  This is where auditing comes in.  

Why Can’t Ad-Sales Execs Close Big Deals?

Sales people lose sales when they are not trusted and respected, and they can’t communicate effectively with senior executives who have the final say. That is why tops ad-sales people need to bring value to the call;  not about their media, but new information or new perspective about the prospects market.

Don’t Let Goals Get in the Way of Success

Many senior managers, without experience in sales, try to increase sales by setting deadlines and adding bonuses that hurt sales and hurt business. According to Ken Krogue, writing in the Harvard Business Review, “It is a vicious cycle. And companies know it. Yet they continue the practice, month after month and year after year, perhaps unaware of how much it’s really costing them.”  

The Secret Digital Publishing Strategy Hiding in Plain Sight

Email is 1) the strongest consumer connection on the internet short of a paid relationship, and 2) a fantastic way to deliver content and advertising, and 3) by far a bigger opportunity for publishers than social media because everyone has email…it’s required to register for social media.

What is Challenger Selling? And How Does it Help Sell Advertising?

Challenger Selling is simply the re-booted and re-packaged Structured Selling process that made Ziff-Davis famous.  By presenting a “challenge” that the customer is facing, like losing market share or missing sales, providing important information about that challenge, the sales person can better capture the attention of any prospect to engage them in a sales conversation that leads from the challenge — read their needs — to the solution being sold.