Crisis Management in Media Sales: Navigating Controversy Around On-Air Talent
What nobody generally talks about in these situations are the salespeople who have to pick up a lot of the pieces with the advertisers left behind by the host.
How Sports Radio Salespeople Can Overcome the ‘Does Anyone Still Listen to Radio?’ Objection
Sports radio listeners are passionate, engaged, and, most importantly, they take action when hosts who they know, like and trust, recommend a business.
Media Sales in the Digital Age: Leveraging Technology for Success
At the end of the day, the goal is to spend less time on administrative tasks and more time building relationships, closing deals, and driving YOUR revenue.
Your Media Sales Career Is Your Own Business – Start Thinking Like an Entrepreneur
The best salespeople aren’t just following trends, they’re ahead of them.
Media Salespeople with Great Ideas Always Win
"Want to be different? Do you want to be better than other salespeople? Want to make a lot of money? Come up with better ideas than anyone else."
Rejections in Sales: Embrace the ‘No’ to Get to ‘Yes’
Rejection is part of sales, but how you handle it defines your success. Embrace the "no," learn from it, stay resilient, and turn setbacks into opportunities.
How Media Salespeople Handle Clients After the Sale Can Make Them the Hero or the Goat
After a brief hiatus for Super Bowl week, we are back, and our sales meeting today is about the final step in the six-step...
When it Comes to Closing the Deal, Some in Media Sales Don’t Even Deserve a Set of Steak Knives
The client should have seen the value in what you presented, and you would hope they were so blown away by the time and effort you put into helping solve their business' problems that they feel like they aren't just investing in marketing their business, but that that also comes with your expertise as a big part of the 'added value'.
If Salespeople Do a Great Client Needs Analysis, They Have All the Answers They Need
Welcome into the sales meeting this week, where our topic will be the third step in the sales process. You did your homework and...
Appointment Setting is What Separates Great Sellers from Good Sellers
Elevator pitches are fairly simple, think of it this way - WHAT IS IN IT FOR THE CLIENT?!?
