Blog

Keeping Up With Your Customers: Ad-Sales for Content Marketing

This entry was posted in Advertising Advertising Sales Blog Integrated Media Sales Training and tagged Ad-Sales to Clients Advertising Sales Managment Advertising Sales Training Hybrid Media Integrated Media Media Revenue Strategies Native Content on by

“One of the biggest problems of publishers and advertising sales staffs today is falling behind the customer.” Leading advertisers are moving as fast as they can to keep up with the changing information habits of their customers. But most publishers are more focused on selling what they have, the way it’s been sold in the past, than thinking about how to sell new services or sell advertising in new ways. So publishers and advertising sales executives are falling behind the perceived needs of their customers, the advertisers.

Digital Direct Marketers Agree, Can’t Live Well Without Print 1

This entry was posted in Advertising Advertising Sales Blog Integrated Media Sales Training and tagged Competitive Advantage How To Sell Print Advertising Hybrid Media Hybrid Sales Team Integrated Media on by

In today’s crowded media market, the core value of print is in the inspiration. For digital, it is in the execution. The WSJ reported “Boden, the U.K.-based clothing retailer, ships millions of catalogs around the world each year. Shoppers spend up to 15 to 20 minutes with the catalog, says Shanie Cunningham, head of U.S. marketing, compared with an average of just eight seconds for a Boden email and about five minutes with the Boden iPad app.”

Publishing Strategy: Use Social Media, Invest in Content. 1

This entry was posted in Advertising Advertising Sales Blog Digital Sales Management Sales Management and tagged Advertiser Marketing Services Advertising Sales Managment Competitive Advantage Media Revenue Strategies Media Revenue Tactics on by

High quality content, and more and more of it, is your social media strategy. People share content, and comment on content via social media. No content, no sharing. Build your content first. Readers will share on their social media of choice. When Facebook declines they’ll share it on the next platform, be it Snapchat or Instagram or one we haven’t heard of yet.

Discuss the Path to Purchase When You Sell Advertising

This entry was posted in Advertising Advertising Sales Blog Integrated Media Media Sales Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Ad-Sales to Clients Advertising Sales Managment Advertising Sales Presentation Appointments Deliver Value in Ad Sales Calls How To Sell Print Advertising on by

Smart advertising sales managers know that they can’t skip selling to the ad agencies and media buying services, but they must never forget where the power is; at the client. And getting client appointments is harder and more valuable than ever.

What gets the attention of clients? Certainly it’s not your circulation or your demographics. That is what they pay agencies to put in to spreadsheets. In order to be successful working at the highest level of advertising media decision making, at the client, you need to be adding value by contributing to their understanding of how customers make purchase decisions to buy their products. If you bring value to keeping up with the changing habits of buyers you will always be welcome in the executive suites of your advertising media customers.

It is the Path to Purchase that is intriguing to customers. It is not simple, rather it is nuanced. It is not static, but rather is changing with the changing media consumption patterns of consumers and business buyers.

Overcoming Call Resistance: How to Get More Ad-Sales Appointments

This entry was posted in Advertising Sales Blog Digital Sales Media Sales Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Appointments Cold-calling Getting Appointments on by

Did it really take research at Stanford to prove Calvin Coolidge right? “Nothing in the world can take the place of Persistence.  Talent will not; nothing is more common than unsuccessful men with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full […]

Advertising Sales Objection Handling: Lets Go to the Research

This entry was posted in Advertising Advertising Sales Blog Media Sales Sales Sales Tips Sales Training and tagged Advertising Price Objection Advertising Sales Training Objection Handling Overcoming Objections Persuasion on by

How many times have you talked with a prospect when they voiced an objection and wouldn’t agree with your answer even though you answered with evidence that was logically irrefutable? Now, maybe, we know why.

More Proof of the Value of Print Advertising 1

This entry was posted in Advertising Sales Blog Media Sales and tagged How To Sell Print Advertising on by

Now, there is more evidence of those values that print delivers; values that readers and advertisers are, and will continue to be willing to pay for. “Study after study is showing what print can deliver to advertisers and to readers at the same time. The return on the investment is great for both customers.”

Solving the Problem of Declining Ad-CPMs

This entry was posted in Advertising Sales Blog Media Sales Sales Management Sales Training and tagged Ad Sales Preparation Advertising Sales Managment Advertising Sales Presentation Advertising Sales Training Persuasion on by

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?

Masters of Media Selling: Advertising Sales Training Public Seminar

The Multi-screen Advertising Proposal: Will Your Team be Ready?

This entry was posted in Advertising Sales Blog Digital Sales Integrated Media Media Sales Sales Training and tagged Advertising Sales Training Hybrid Media on by

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.