Don’t Miss Ad Budgeting Season – Prepare NOW for Great 2014 Ad Sales!


Yes, it’s that time again– so get going with Nancy’s 5 Tips for a Happy Ad Sales Season.


It will be September in a couple of weeks — in the ad sales business that means it’s selling season. Very soon your customers will be preparing their advertising budgets for next year. If you want a good chance of getting their business, you need to have a customized, fully integrated media proposal on their desk during the budgeting process.

The goal of doing these proposals for your customers and prospects is that you will get signed contracts for the year, for 60% to 70% of your sales goal, before the calendar year starts. When you have that much business already signed, it leaves plenty of time during next year to prospect and to sell individual issues. [Read more…]

How to Handle Gatekeepers Like an Ad Sales Pro

If you are in advertising sales there is a good chance you run in


Open! Open! Here are some effective ways to deal with gatekeepers and connect with the real decision-makers.

to gatekeepers on a regular basis.

Gatekeepers can deter and discourage the sales psyche, but don’t lose hope! Here are two ways to effectively deal with the gatekeepers that stand between you and that next sale:

The Mike Brooks Method – SAY PLEASE 

Brooks states that a gatekeeper’s job is to prevent you from wasting their time and, more importantly, their boss’ time.

Being less than transparent to get around the gatekeeper will only make it worse and send a red flag to the gatekeeper to screen you.  

Brooks suggests being polite, upfront and direct about why you are calling. [Read more…]