6 Ways To Show Your Advertisers Some Love!



If you don’t take care of your advertisers your competitors will! It takes about fives times the money and energy to win a new client. What have you done recently to show your advertisers you care? 

So what can you do to show your advertisers some love and keep them in a long-term relationship?

[Read more…]

Create a Winning Sales Call Process!



Don’t you want to put a stop to those endless, meandering, boring sales calls that result in little more than a request for a blind proposal that often goes nowhere?

Create a sales call process to improve results!

Some sales reps want to go with the flow on a sales call. But that lack of structure can impede your ability to be a raging sales success.

What you need is a sales call process. Look for ways to improve and refine how you make your calls. Believe it or not, you can host a really solid sales call in 10 minutes or less.

In my ad sales training workshops, I teach “The 10 Minute Ad Sales Call.” Start by breaking up the client call into five segments, each one 2 minutes long. Each 2-minute segment serves a unique purpose: [Read more…]

Media Ad Sales: 5 More Ways to Succeed in Sales!



Every January many people tend to make resolutions, both personal and professional. By the end of the first month, the majority of those people fail.

Why do some people fail where others succeed? According to Statistic Brain, a site that compiles data from academic sources, “People who explicitly make resolutions are 10 times more likely to attain their goals than people who don’t explicitly make resolutions.” The same goes for sales goals!

If you want to succeed in sales, goal-setting should be a top priority. Last week I shared my 5 proven ways to exceed your 2017 sales goals. The first 5 goal-setting ideas were about developing the right habits, knowing the “why” of your goals, finding an accountability buddy and more.

Here are 5 MORE ways to create, meet and even exceed your sales goals: [Read more…]

Interview with Sales Coach Ryan Dohrn: 5 Proven Ways To Exceed Your 2017 Sales Goals!



Ryan Dohrn shares proven ways to excel.

As a sales coach, I see some salespeople drift aimlessly from day to day and year to year. There is no focus on a long-term plan for their life, let alone for their sales life. And then there are those other sales executives that set highly detailed goals and conform strictly to daily to-do lists.

Most of us are somewhere in the middle.

Where do you grow from here–with 2017 sales goals that will help you grow and maybe even stand out? Here are my 5 tips for goal setting success, and how each one applies to your sales life: [Read more…]

Year-End Tips for Ad Sales Pros! Part 2



Super sales pros know this is the best time to get prepared for 2017.

Last week I shared with you what top media sales pros should be doing this time of year. You know, when everyone (including clients) are distracted with year-end deadlines, holidays, vacations, etc.

Year-End Tips for Ad Sales Pros! Part 1 

Here are 5 MORE of my key points for ad salespeople to consider this time of year: [Read more…]

Year-End Tips for Ad Sales Pros!



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Don’t stop thinkin’ about tomorrow. Here’s Ryan’s 5 key points to consider this time of year.

For most media ad sales professionals, the fiscal year does not follow the calendar year. By late fall you are pretty much done with 2016. When you add the holiday season and new year celebrations to the mix, you have a double whammy that often brings ad sales to a slow crawl across the December finish line.

Here are 5 key points media ad sales pros should consider this time of year: [Read more…]

Ryan’s Successful Email Subject Lines-Part 2



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Here’s 5 MORE of my top tips for successful email subject lines.

Last week I wrote about my Top Tips for Successful Email Subject Lines and shared 5 examples of subject lines along with suggestions for the body of the email with you. Did you try them out? Are you measuring the results? Sending relevant emails is key.

Here are 5 MORE of my top tips for getting the email responses you want from your ad prospects: [Read more…]

Media Ad Sales: Ryan’s Top Tips for Successful Email Subject Lines



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Score! Sales Coach Ryan Dorhn shares his tips on successful email subject lines.

So much of sales is about building relationships. Has faceless email has ruined the sales process?

I could NOT disagree more.

In my ad sales training workshops I teach that email is an amazing sales tool.  If used in the right way it can truly help the media sales professional win and grow business.

Here are the first 5 of my top 10 email subject lines that have been getting me results in the last 30 days or less: [Read more…]

Better Ad Sales Role-Play: Ryan’s Top 5 Tips!



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Super sales coach Ryan Dohrn shares his top 5 tips on ad sales role-play.

Just imagine if a top athlete never practiced. Would he or she be as successful? Probably not. So it always surprises me to learn that so many ad sales reps that never, ever role-play in an effort to improve. Every salesperson needs regular role play sessions and trainings to be successful.

Here are my top 5 tips to improve your role-playing practice: [Read more…]

Media Ad Sales: Print Ads ARE Trackable!



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Print ads ARE trackable! Sales coach Ryan Dohrn gives helpful tips on how to maximize results.

Are you tired of hearing that print ads or offline marketing is not trackable? Me too. In nearly all of my ad sales training workshops I hear sales reps say that is one of the most common objections from advertisers.

So, here is the answer.

Please feel free to create a one sheet from this information to use with your advertising clients.  (Please note that there are some VERY detailed instructions at the end of this blog post too.)

Here are my 8 helpful tips to maximize your print ad buy: [Read more…]