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…]

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…]

Scared Straight: 7 Spooky Sales Fears and How to Overcome Them!



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Don’t let fear spook your sales confidence!

Yeah it’s that holiday where people big and small dress up in costumes and try to scare each other. Possibly score some candy too. (I like Reese’s myself.)

And even though it’s not my favorite holiday, (Gasp!) it got me thinking–as salespeople, what do we fear most? Here are 7 “sales” fears and how to overcome them: [Read more…]

Media Ad Sales: TGIF!!



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When is the best time to make a prospect call? Carl shares his secret to success.

When I graduated from Miami University in Ohio, there was no back up plan. (My adoring mother decided to live her own life by getting out of Cleveland and moving to Florida.) I sent out hundreds of resumes, determined to land a fine job in marketing. In the meantime, I had to eat, so I took a job for a few weeks at TGI Friday’s. So many red-and-white-striped shirts!

I shared this story with my wife recently. As Niche Media’s Content Wrangler, she’d also been bugging me all week to write an ad sales blog post. Then it hit me……..

I LOVE Fridays! I’ll tell you why. [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…]

5 Expert Tips to Improve Your Product Conversations with Advertisers



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Here’s five tips on having successful product conversations with your advertisers.

“We don’t have the budget for that.”       

         “Management is skeptical about the ROI.”

“We want to focus ALL our advertising dollars on just…..”

Any of these sound familiar? It’s great when advertisers are committed to print or excited about the possibilities of digital. But sometimes, even now, you need to prove to your clients how “either-or” thinking can actually hurt their marketing efforts.

What are the secrets to having successful integrated product conversations? It’s important to remember that you are having a meaningful exchange with your clients. It’s not about you trying to convince them how great your magazine is. It is about a constructive dialogue on how the right combination of your print and digital products will help them maximize their impact (and results) with your niche audience.

Here are 5 tips from our NASBT (Niche Ad Sales Brain Trust) on having a better integrated product conversation: [Read more…]

New Products to Sell? Carl’s 3 Tips for Sales Success!



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Your publisher has new products and you’ve got big ideas. Here’s Carl’s tips for starting off right.

Your publisher is niche-ing their niche with new products for you to sell and you are totally excited. You’re ready to hit that prospect list hard. But there is just you—one sales rep—taking on a huge prospect database of probably 300 prospects or more. The assignment can be quite daunting. The sheer size of the prospect list can even be so overwhelming it becomes paralyzing.

So what’s next? [Read more…]

Faced with new competition? Carl’s 7 smart tips on what to do next!



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New competition got your head spinning? Here’s Carl’s 7 smart tips on what to do about it!

You are a successful magazine publisher, hitting your stride, feeling good about the health of your niche market. Your editorial content is widely respected, your readership is growing and you have a healthy bank of advertisers. All good, right?

So what do you do about a NEW competitor? And how can you turn that competition to your advantage?

My 7 smart tips on what to do in the face of new competition:

1. Start with facts. If the other guys claim that they have any circulation before the first issue has come out, that is ridiculous. This is a good time to get YOUR numbers in order, too. It’s not just about circulation, however. You need to deeply research your audience, your market, and what’s changing now. [Read more…]

Media Ad Sales: Don’t Just Provide Info, Offer Solutions!



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Don’t just provide info, help your clients by offering solutions!

Lately a bunch of people have been randomly poking around my son-in-law’s cul-de-sac, at all hours, glued to their phones, probably looking for a Dragonite or a Mew.

Of course by now most of us know why–it’s the wildly popular Pokemon GO mania. Everyone walking around, hoping to find their next stardust.

This latest craze made me think of how some salespeople are constantly bumping around too–looking for ways to help their clients, but not always sure what they’re looking for.

And although it’s important to keep your clients up-to-date with helpful information, that isn’t enough! An ad salesperson needs to offer their clients solutions to their problems. [Read more…]

Sponsored Content Programs + YOUR Magazine Readers = Sales Success!



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Publishing sales expert Ryan Dohrn shares his insights on the future of advertiser-sponsored content programs.

Are advertisers not all that excited lately about buying ads? Are you spending a lot of time trying to convince them of the ROI? That’s unfortunate, because there is a HUGE advertising opportunity they are missing out on: advertiser-sponsored content for YOUR hyper-targeted, super-niched audience.

We recently interviewed Ryan Dohrn, Founder and CEO of 360 Ad Sales, on ways publishers can help their advertisers position themselves through compelling content in both print and digital: [Read more…]