Tag: advertising sales
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A Final Word to My Media Sales Brethren
If you’re not willing to commit to every part of the process and truly put in the work, then you’re in the wrong career.
Media Salespeople Need to Stay Confident During Cold Streaks
Just like a seasoned hitter doesn’t throw away the bat after a bad week, you can’t throw away your confidence just because you're in a sales slump.
Media Sales and the Double-Edged Sword of Schedule Flexibility
The most successful media salespeople I know don’t wing it. They map out their schedules in advance—blocking time for prospecting, meetings, follow-ups, and administrative work.
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?!?
30 Years in Sports Media Has Been One of the Headlines of My 50 Years of Life
It has been a crazy ride over these 30 years in the business and I expect more of the same as I look to the back half of my career.
Sales Meeting: For Media Sellers it is Far From the Most Wonderful Time of the Year
Welcome to our first sales meeting of December. Hope everyone had a nice Thanksgiving holiday and re-entry back into the real world on Monday...