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!



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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…]

5 Strategies for Getting Advertisers to Commit!



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Super-sell this last quarter so you can soar next year! Here are Carl’s tips on getting advertisers to commit!

ARGH! Is it just me, or are clients just not committing these days?! It’s crazy how far into the year it takes before advertisers are willing to commit to next year’s program. Back in the day, I’d have everything wrapped up for most of next year by now.

Like me, you probably have a TON of prospects you need to contact over the next 2 weeks. The key is ORGANIZING AND PRIORITIZING your calls. Here are some of my tips for keeping clients on track for making solid commitments for next year’s program: [Read more…]

12 things you can do right now to boost your media business!



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Niche publishers share 12 great ideas to boost business.

Our conference attendees always have plenty to share about what makes a good media business great. The peer-to-peer roundtables provide a unique opportunity for niche publishing pros to make connections, learn more about what’s working well (and what’s not.) Plus the conversations spark great new ideas to take back to the office and implement immediately.

Here are 12 things you can do right now to boost your media business: [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…]

Ad Sales and LinkedIn: Carl’s 6 Tips for Success!



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LinkedIn can be a a valuable sales tool if you use it to it’s full potential.

Are you making the most of your LinkedIn? There is intrinsic value in having connections in common with your prospects. Actively using LinkedIn paves the way for you to get to know your prospects better. And your prospects can get to get to know YOU better. The best part? These initial connections can begin before you actually meet the prospect in person.

I routinely use LinkedIn in my workday. For now, let’s focus on what ad salespeople should be doing with it: [Read more…]

Creating the Best of Both: How to Sell Digital AND Print for the Ultimate Ad Package



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Associate Publisher and Sales Expert Nancy O’Brien shares her insights on selling the ultimate package.

Many advertisers think that digital is the less expensive alternative when really it’s not. And more than ever, advertisers are turning to Google AdWords, Facebook and other online-only digital ad opportunities….and leaving you and your niche magazine’s advertising opportunities out in the cold. So what’s the best way to overcome this “either-or” way of thinking?

We consulted Ad Sales Expert Nancy O’Brien on ways to prove that traditional media is alive, well and needed–as well as how to advance your conversations about your digital products at the same time. [Read more…]

There is NO Excuse for Crappy Customer Service!!



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There is NO excuse for crappy customer service. Carl sounds off!

I don’t know about you, but I’ve had it! I’m freakin’ mad and I’m not going to take it anymore!!!

I have been dealing with a certain company, (3 letters, starts with A and ends with T) and I am appalled. Why? Because their reps and service people have been clearly trained to just get customers off the phone as fast as possible, not actually help them! (After going through at least 10 minutes of an automated phone menu, too!) [Read more…]

Hey Advertisers–It’s Not Print vs Digital, it’s Print AND Digital!



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It’s not an either-or advertising choice: Give your clients the best of print AND digital!

As a magazine ad sales professional, do you encounter prospects that only want to devote their ad dollars to digital? We know it’s not an either-or ad buy these days, it’s the full, integrated package! So here’s some handy links with stats and survey results (from the digital realm) on why print still matters. Start sharing with your prospects and clients this week: [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…]