The first step in selling to media buyers is understanding their buyer personality. Numbers Nancy wants details, details, and more details before she will commit. Some media buyers use this personality type as a smoke screen to keep the ad sales person at arms length. Others are just wired that way.
In past posts we’ve had the pleasure of dealing with Mr. Love, who loves everything you say but never commits, and Too Busy Bob, who is just so much more swamped than anyone else on the planet. [Read more…]