Selling to Senior Management


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.


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.


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 “Show Up” to Make More Advertising Sales

Woody Allen said 80% of success is showing up. When it comes to successful media selling that is a good place to start. And it’s harder than ever to “show up.” Prospects don’t call back, or say they don’t need to see you. Client-side contacts say to see the agency who you already know hasn’t called back for weeks. How can you “show up” in our fiercely competitive world of media sales?


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.


Use leadership to get ahead of your customers

How To Stay Ahead of Your Customers

If you are not providing leadership to your customers you will be relegated to the commodity media file. You’ll be the company that occasionally receives business when it suits your customer-base. On the other hand, as a leadership media company you’ll drive new business, win greater market share, and expand your market.