Advertising Sales

Can Publishers Thrive While Agencies Die?

This entry was posted in Advertising Advertising Sales Consulting Digital Sales Integrated Media Media Sales Sales Management and tagged Ad-Engagement Advertiser Marketing Services Customized Ad Creative on by

In the marketing world of 2013, creative that works in one medium may not reach enough of the target audience effectively. With shorter attention-spans, and so many attention-demanding media, achieving engagement with the creative is tougher than ever.

Clients are finding that an industrialized – assembly line – approach may make more creative but not more effectiveness. Just like more movies from a studio doesn’t mean more movies that are successful, there is a limited about of great creative talent to make great advertising.

Publishers can help by executing creative because they know what works in their market better than anyone.

Building Ad Sales Teams to Win in the Rough and Tumble World of Media 2

This entry was posted in Advertising Sales Sales Management Sales Training and tagged Ad Sales Preparation Advertising Sales Training on by

Everywhere I turn recently I hear more about the abject story of the serial-harasser and generally thuggish Richie Incognito of the Miami Dolphins.  As you most likely have heard he so hassled and threatened his teammate, Jonathan Martin, that Martin left his team and multimillion dollar salary.  Apparently Incognitos activity was tolerated and quite possibly encouraged […]

How to Conduct a 10-Minute Ad Sales Call 1

This entry was posted in Advertising Sales Blog Media Sales Sales Management Sales Tips Sales Training and tagged 10-Minute Sales Call Deliver Value in Ad Sales Calls Engaging Getting Appointments Overcoming Objections on by

The objective for the 10-minute sales call should be clear; to get the client to agree that there is enough interest to schedule more time. You’ll either get the extra time on the spot or get another meeting scheduled with proper time.

Opening is the New Closing: “You Had Me at Hello” 1

This entry was posted in Advertising Sales Media Sales Sales Sales Management Sales Tips Sales Training and tagged Engagement Engaging Opening the Ad Sales Call on by

Consider the a famous scene from Jerry Magurie when Renee Zellweger said: “You had me at hello.” Tom Cruise had the opening right when he said “Hello, I’m looking for my wife.”

I can say with confidence that in today’s sales environment, opening your sales conversation with a show of care; preparation and knowledge of the prospects situation is what wins attention. Without attention you can’t close the sale.

Death of the Salesman? What Does RTB Mean for Publishing? 1

This entry was posted in Advertising Sales Digital Sales Management Media Sales Sales Management Sales Training and tagged Advertising Sales Training Deliver Value in Ad Sales Calls RTB on by

RTB will not kill all the advertising sales people, just change their job. The old role of advertising sales people, to provide the price to the buyer, will be ceded to the RTB media exchange. Sales people will, instead deliver value with understanding of the market and how it is changing, and help their clients by showing them how to configure packages of media for the best results much like a former stock broker, now called a financial planner, makes recommendations for investments but no longer sets or communicates the price.

Make Yourself a Master of Media Selling With This Course

This entry was posted in Advertising Sales Blog Media Sales Sales Tips Sales Training and tagged Appointments Closing Deliver Value in Ad Sales Calls Engagement Getting Appointments Objection Handling Persuasion on by

The very best major account advertising sales people know 5 Secrets of selling more; Getting more high level appointments, bringing more ‘value’ to the sales conversation, achieving easy and early agreement to situation and needs before pushing their property, seeking and handling objections and closing on the ‘possible’ not the impossible.

Listen Up. Ideas Here to be a Better Sales Listener

This entry was posted in Advertising Sales Blog Media Sales Sales Management Sales Tips Sales Training and tagged Agenda Listening on by

We have all been there.  We are so excited about our media property, and so convinced it is right for the customer, we talk too much.  We never give the client the opportunity to tell us about their views, or their needs, or even objections.  Here are some ideas from […]

Purchase Influence Loop from Altimeter Group

Sell a “Path to Purchase” to Grease Your Own Path to Sale 1

This entry was posted in Advertising Sales Blog Consulting Digital Sales Integrated Media Media Sales Sales Tips on by

One thing never fails to interest senior executives, and it will command the attention of advertising purchase decision makers down the line, that is new information or perspective on their customers, or their marketplace. The most riveting information is data on how their customers make purchase decisions, lately known as the “path to purchase.”

Welcome to the new ambro.com 1

This entry was posted in Advertising Sales Blog Media Sales Sales Tips Sales Training and tagged Appointments Cold-calling Engagement Engaging on by

Today is the soft launch of a new and more aggressive ambro.com. We’ll soon be providing a new service: On-demand sales training for the way you live, the way you manage and the way you compete. Subscribers to our email newsletter, The Advertising Sales Imperative, will be offered a free trial to the subscription-based on-demand video training service when it launches. So be sure you are signed up for The Advertising Sales Imperative e-newsletter today.