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…]

Keeping Clients: The Art of Advertiser Retention



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So you lost an advertiser and don’t know why. Here’s 10 smart tips from Ryan Dohrn to help you get back on track!

We have all been there before…. an advertiser cancels for no apparent reason. You call them back and get no return call. You email them and no return email. You speculate. You wonder. You lost.

So, what now?

Here’s a better question: How much time do you dedicate to your advertiser retention plan? We know it is easier to retain a advertiser than find a new one. But you also have to work just as hard to keep your advertisers as you had to earn their business in the first place. [Read more…]

Niche Publishing Management: 6 Tips on How to Hire the Right Salespeople



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The foundation of every successful niche publisher is a great sales team.

Niche publishers produce their magazines with a small- to medium-sized staff. Having a team that works closely and well together is vital. Publishers often have to be concerned about driving and meeting advertising goals and turnover in the sales department.

So how do you find and retain the best salespeople? We listened in on the hot topic roundtable discussions at the last Niche CEO Summit and here are some of their top tips: [Read more…]

10 Steps to Greatness (Or How to Become an Ad Sales Super-Ninja!)



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Here’s our top 10 tips to becoming an ad sales super-ninja!

Author Jack Hoban wrote about Ninjas: “They would walk through fire, stand beneath freezing waterfalls, and hang over the edges of cliffs in an effort to overcome fear and assume the powers of nature.”    

You know, pretty much like being an ad salesperson in niche publishing.

Here’s our 10 Tips to Kicking Some Ad Sales Butt this week:

1. Zen your work area! Toss out outdated media kits, rate cards, and selling tools. Update your materials and bulletin boards with new data and fun visuals that motivate you. (*Click here* to view or download our FREE ad sales infographic!) Bring in something new that has special meaning to you. Put it somewhere you can see it daily for added inspiration. [Read more…]

5 Easy Tips for Improved Lead Management!



It can be utter chaos if your whole sales team is pouncing on the same new leads that come into the office. The last thing you want is salespeople sulking in the corner about unfairness.

I get this question often from frustrated sales managers: “How do I best distribute new sales leads that come in from our website?”

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Ryan gives us 5 quick tips on adding structure in new lead distribution. 

I have 5 quick tips that will help you simplify the distribution process for maximum ad sales success: [Read more…]

4 Ways to Improve Your Ad Sales Right Now!



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Sales expert Ryan Dohrn of Brain Swell Media gives us 4 ways to jump-start your ad sales today!

As an ad sales executive, I look for ways to improve on a daily basis. But I don’t expect immediate improvement–without a commitment to making things happen. What do I mean by that? Many media sales professionals are looking for a “quick fix.” That’s pretty unrealistic, don’t you agree?

And let’s face it–with all of the media channels out there, advertisers are more confused than ever about their marketing options.

Here are my four ideas to jump-start your week:

[Read more…]

Ad Sales: Rock Your Role-Play!



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You CAN rock your role-play with these 5 tips.

Do you sometimes feel like role-playing is just so forced? A waste of time? Why oh why do sales managers always insist on role-play? Because it’s proven to get results.

And because in your heart-of-hearts, you know practice really does make perfect. We can always learn new things and mentor others. So there really isn’t a reason NOT to role-play.

Here are some of our top tips on how to take your typical, boring, rote role-play to a whole new level (and reap the benefits!):

[Read more…]

Carl’s Top 6 Tips on How to Have a Great Sales Meeting!



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You don’t want this! Here’s Carl’s 6 Tips on how to have a GREAT sales meeting.

You know the sales meeting we are talking about. Full of dread, the sales team mandatorily attends. Bad coffee, not enough windows and the management focus is on numbers, projects, numbers, goals, numbers and blah, blah blah for long soul-sucking hours where everyone at the table is mostly screaming on the inside. Plus some of the salespeople are bitching about clients, commission structure, territories, etc. Nothing about this kind of sales meeting is helpful to anyone.  

Sales meetings and trainings don’t have to be that way!!!

Here are my top tips on how to have a GREAT sales meeting—the kind of meeting where everyone, both management and sales team, is actually looking forward to attending:

[Read more…]

Lean, Mean and High Energy – a Story of Whitaker Publishing’s Success



417 Magazine serves 130,000 readers in Southwest Missouri within the same area code. The monthly print and digital lifestyle magazine, quarterly Home and bi-annual Bride publications, website, six weekly e-newsletters, 20 events and rich social media presence together make up today’s Whitaker Publishing Company, which is flourishing.

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417 Magazine has created a high-energy culture!

The 417 Magazine of the past was not so healthy when Whitaker Publishing Company purchased it in 2001, according to Associate Publisher Logan Aguirre. That difficult period “fostered a culture with a start-up vibe and energy [that] kept us lean, mean and high energy.” Today, all Whitaker employees share in the profits of the company, focusing everyone on the bottom line. [Read more…]

Niche Media Management Secrets: Take that Call!!



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This smart niche publisher took that crazy call and tapped into a great new, revenue-generating idea for her business!

If you’ve been in business for a while, invariably you will get calls from random salespeople pitching some crazy, new ideas to help you. You heave a big sigh, roll your eyes and get off the phone instantly. Or you don’t even take the call. Every time.

Instead, I think you should take that crazy call, and I’ll tell you why.

I will never forget my experience working for a manager who always took that call. At first, I thought she was totally wasting her time. Yet even if the idea didn’t work for our organization, she sometimes found some nugget of inspiration that led us to an improved way of doing things. I ended up admiring her openness and willingness to listen to new ideas.

Here are 6 great reasons to take that call: [Read more…]