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…]

Ad Sales: Are You Losing a Client to the Competition?



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Ad sales superstar Nancy O’Brien tells us how to keep a client on track…and not sign with the other guys!

You’re smoothly sailing along, knowing how to take care of your client and making your sales goals. Then all of a sudden, it seems like they somehow perceive your competition as a better fit! Yikes! Unsure how to proceed? Thinking that maybe you’ve lost the client and should move on?

Think again! We chatted up ad sales superstar Nancy O’Brien to find out how to re-direct this client’s misguided perceptions and get your advertiser back on track…with YOU.

[Read more…]

Ad Sales: Silence Can Be Golden!



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The big, long pause in a client meeting. Awkward!!! Here’s Carl’s 6 tips to get you through it.

Most of us have, at one time or another, found ourselves in awkward client meetings. You know, the meeting where no one is really excited to talk, there’s no apparent connection and worst of all–there are long, uncomfortable gaps in the conversation.

Long pauses in situations like this can drive salespeople crazy! They feel compelled to chat it up and eliminate the conversation gap–which is a mistake. I have encountered these kinds of client meetings in my sales career and have learned some tricks to turn things around.

Here are 6 tips to turn the big pause to your sales advantage:

  1. Breathe!: Remind yourself that pauses happen sometimes and it’s not a bad thing. Keep your cool and your client will too.
  1. Sum up: Use the pause to summarize the conversation so far and focus in on the main points of the sales call.
  1. Question: Ask your client to talk about their specific objectives and goals. You can even go for broke and ask a crazy question! What’s your sign? Your favorite cartoon as a kid? Anything to get a chuckle and get the client to relax.
  1. Change course: The pause can also be an opportunity to start another, NEW conversation topic. For example, talk about (or ask for your client’s opinion) about current hot topics or future trends they see coming.
  1. Don’t give up too soon. Resist the temptation to bail from the conversation too early. Yes, it’s uncomfortable to sit there but it’s important to leave the client with the best impression you can.
  1. Acknowledge: If the above 5 tips don’t work to move the conversation along and you are both just sitting there in stone silence, then acknowledge the pause: “Well, this is awkward!” Sometimes pointing out the obvious can put everyone at ease.

Above all, don’t take it personally. The client could be totally distracted, late for another meeting, mad at their boss or missing a deadline of their own. End graciously and with confidence. And try to get another meeting set for the future!!

 

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Carl Landau

About the blogger: Carl Landau is Grand Poobah of Niche Media. He is a media/event guru, SF Giants fan and part-time blogger. His 15 minutes of fame took place in the mid-eighties when he launched his famous, “Buy an Ad, Get a Cat” ad campaign. He has long since patched things up with the SPCA.

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Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau–Niche Media’s Grand Poobah–also created a blog all about creating and marketing targeted events: blog.NicheEventNation.com  Check it out!

– Web: NicheMediaHQ.com
– Blog:  Niche Media HQ
– Twitter: @NicheMediaH
– Facebook: NicheMediaHQ
– LinkedIn: Niche Media Inc Niche Media Network
– YouTube: NicheMediaHQ
– Google+: +NicheMediaHQ

Image from freedigitalphotos.net

 

Media Ad Sales: 3 Quick Tips to Pump Up Your Presentation



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We want to pump up your ad sales presentation!

Mostly the same media ad sales drill everyday, right? You contact prospects multiple times, you finally get a meeting. Then you give them your presentation.  And whether you’ve been in the ad sales biz a long time or you are a newbie, presentations can get rote and stale—or even worse—forgettable!

So here’s 3 quick tips that can pump up your presentation and boost your results: [Read more…]