How to Make a Explosively Big New Sale
Big new ad-sales come from asking powerful questions that help you understand the big opportunities, and help your prospect understand your proposal in a different way.
Advertising
What’s Important When You Select an Ad-Sales Trainer?
Ad-sales people generally don’t like to be told how to do their job. One reason they are in sales is they like the independence that comes with success. And no one, neither sales nor management, likes to admit there has been money left on the table, un-made sales that were […]
These Five Myths Miss a Key Point
Many have written about the “Original Sin” of traditional media making the mistake of giving away their content online, sealing their fate. Too few understand that it was the entire Internet competing for time that drew audiences away from online newspapers. While internet media re-invested their profits in making themselves […]
Why Ad-Sales is Different (And You Need a Specialized Ad-Sales Trainer)
Sales is sales, right? Not so fast my friend. Advertising sales is different from most other business-2-business sales for several reasons. Let’s review. Advertising media and sponsorship purchase decisions are public decisions. The public sees what a company decides and will have a point of view; approval or displeasure – […]
What Makes the World Go Around? Or How to Think About Cold-Calling
What, indeed, makes the world go around? The immutable forces of physics would be one answer. In our more prosaic world, and something I know more about, it’s the creative and destructive forces of the economy. Every day the sun comes up, it’s a new day of opportunity. New products […]
Trust is the Special Sauce of Advertising Sales
Traditional media must utilize better sales practices. Digital media emphasizes the need for targeting to reduce waste, and social media to replace old-fashioned word of mouth. Traditional media must emphasize the need for trust before targeting. Ask power-questions that get the client thinking about the importance of trust. Then ask questions about how the client builds trust-building into their marketing efforts.
That’s Where the Money Is: Fresh Opportunity for Ad-Sales in Banking
Since more and more customers interact with their bank using digital means, bank locations will be less important, and banks should be pouring more investment into marketing and advertising to attract the deposits that support growth. Advertising with trusted brands, is the starting point for building trust. Consistency is another principle of trust-building. And advertising in print is especially important because it is a trusted medium, and print targets customers with money.
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 […]
5 Ad-Sales Skills That Separate the Great From the Good
We teach these 5 secrets at ambro.com in our private customized sales training for major media companies, and skills we teach in the public Masters of Media Selling seminars I co-produce with MediaPost: 2 important secrets to getting more of the right appointments, one key to persuasion, and two objection-handling and closing principles.
Automated Advertising and Publishing Economics
Publishers can fight back and regain lost programmatic advertising revenue. But success is not automatic. If you are bewildered by the jargon Ambro.com has the solution for you…
