Sales


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 […]


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.


Brand Safety and Digital Marketing Success: Auditing Needed

The time has come for the legitimate digital press and advertisers who want to maximize their ROI on advertising to organize the 21st century’s digital version of the Alliance for Audited Media.


This Article is Not About Brexit, Nor About Trump :-)

In our world of ad-sales, the important stuff is how well you understand your customers and how you can help them compete better by delivering perspective and solutions that will drive their sales.


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.


What is Ziff-Davis Structured Selling Ad-Sales Training?

Ziff-Davis is legendary in the magazine industry for it’s dedication to sales training and in particular for the structured selling approach it demanded of its sales people. Establishing shared agreement to a set of assumptions is the only way to persuade using logic. And logic, not likability, not sincerity, not guilt from accepted favors, is the only portable form of persuasion that allows a sales prospect to persuade their own superiors to support the purchase of media.


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.


Connect, Educate, Collaborate, Close

Your customers have little time for you because they are under so much pressure to be productive. Only if you add value to their day, every time you meet, will you win time with them to build the relationship that gives you a leg up in the competition.

Open the Mind w keyThat is why I loved seeing new research on now b2b buyers separate winners from losers. The research directly supports the ambro.com Strategic Sales Tactics Training for advertising sales that we teach in customized form for media companies and publically through the Masters of Media Selling seminars with MediaPost.


Have a Hypothesis, Be Humble, Ask Questions like Columbo

The solution to overcoming fear of being wrong, is avoiding the need to be right. Journalists do this all the time by asking first the obvious, then the un-obvious question. Columbo, my favorite disheveled TV detective, would pose two conflicting sets of facts and ask questions trying to resolve them.