Sales Management


Not Cold Calls, Smart Calls 1

Your opening lines, whether your prospect answers the phone or you leave a phone message, must be smartly specific to that prospect and that business. When you can cite a specific data point about that business, the prospects ears immediately perk up. It’s a data-driven version of a warm call.


What The Best Sales People Think

The top sales professionals ranked the effectiveness of five sales strategies. The top-ranked strategies were “Getting customers to emotionally connect with you” followed by “Tailoring your sales pitch to the customer’s needs” and then “Asking questions that show your expertise.” The two lowest ranked strategies were “Showing the value of your solution” and “Driving the topics of conversation.”


Why Invest in Human Capital Through Ad Sales Training?

The question about ROI that should be applied to sales training investments is this: What percentage increase in sales productivity can be reasonably anticipated from sales training? I encourage my clients to think of a minimum of 10% increase in sales.


Are You Spending Enough on Ad-Sales Training?

As a media company manager, you talk all the time about how fast the media business is changing around you. Do you spend enough on helping your sales force stay up-to-date with new media, and new tactics to win in todays hyper-competitive advertising sales market? US companies spend 1.75% of sales compensation on training. That would translate to $1,750 annually for a $100,000 a year sales executive.


Research Says Persistence Pays

Research shows that persistence pays. Research targets were more likely to respond to requests affirmatively than expected by the requesters, and being told “no” by a target may increase their likelihood to say “yes” to the same request later.


Facetime is Money: How To Get More Facetime With Ad-Sales Prospects

Dr. Arvey uncovered research attesting to the benefits of face-to-face meetings while preparing a report: “Why Face-to-Face Business Meetings Matter.” Studies indicate 85 percent believe face-to-face meetings are more likely to result in breakthrough thinking; and 82 percent believe that meetings bring out the best in people.


How to Sell Advertising at Trade Shows

Attending and utilizing tradeshows for sales is a key skill for almost every kind of advertising sales person. If you sell national trade advertising, the trade shows in your industry are a key source of content and of leads, as well as a place to meet your prospects. If you sell local TV or radio or newspaper advertising attending the local “home-show” will be a source of leads and a great place to chat up potential customers.


Have an Adgenda

Have an Agenda – Make More and Bigger Ad Sales

Preparing and proposing an agenda at the beginning of the ad-sales conversation has many positive uses. Proposing an agenda for your meeting or conversation can be done on the phone or in person, and works in informal situations as well as in formal presentations.