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…]

Ad Sales: Curb Your Enthusiasm!



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This ad sales person is excited about his niche product, but not too excited…….

Huh? Tone it down? What could we possibly mean?

Many advertisers complain that when media ad salespeople contact them, they are immediately talking a mile a minute, wildly enthusiastic about their product. They can’t help it, right?

Consider for a moment–that kind of approach can impede the initial advertiser engagement because their shields are already up, just waiting for you to sell some snake oil next. [Read more…]

Media Ad Sales Super-Sleuth: Determining Where Clients Can Use Your Help!



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Be a media ad sales super-sleuth and find solution-based ideas to solve your client’s problems!

We all know how important it is to keep your ad sales clients up-to-date with helpful information.  But it isn’t enough for an ad salesperson provide info–you need to offer your clients solutions to their problems.

So what are some ways to determine what a client’s problems are in the first place? First, engage your client with probing questions such as:

-Current Pain:  Ask your client what issue they think is their biggest pain point. Is it identifying new prospects/ customers? Retaining existing customers? New competition? [Read more…]

Ad Sales Roundup: The Best of Bonnie



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Gear up for 2014 with these real world ad sales tips from an ad sales pro.

As we wind down 2013, we’d like to thank our guest bloggers. When the ad sales pros in our niche magazine world share their nuggets of wisdom, it helps everyone.

This post features the 2013 contributions of Bonnie Dodson, long-time ad sales pro and niche media enthusiast. (Thank you for being so prompt and easy to work with.) With Bonnie’s advice you will be on track to sell more integrated print and online magazine advertising in the coming year, and have more fun doing it, too.

Here’s some of Bonnie’s ad sales advice so yo can jump start the new year: [Read more…]