6 Ways To Show Your Advertisers Some Love!



If you don’t take care of your advertisers your competitors will! It takes about fives times the money and energy to win a new client. What have you done recently to show your advertisers you care? 

So what can you do to show your advertisers some love and keep them in a long-term relationship?

[Read more…]

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…]

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…]

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…]

Media Ad Sales: Are You Ready With Your A-Game?



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Here’s expert Ryan Dohrn’s 7 smart tips for better ad sales role-playing!

Being the best salesperson you can be requires practice. I’m talking about the importance of ad sales role-play. There are always new ways to learn to ask the right probing questions! It is also a great way to find some new approach to overcoming to advertiser objections. The point is role-play is an opportunity to hone your sales game.

Ready to play? Here are my 7 smart tips to get the most out of your role-playing practice:

1. Create real-world scenarios. Borrow from ad sales meeting discussions and use those to role-play and solve issues at the same time. [Read more…]

6 Keys for Achieving Your Ad Sales Goals in 2016



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Ryan’s 6 keys to success will help you reach your 2016 sales goals.

Each New Year we set resolutions or goals for the upcoming year. About 90% of people set goals on January 1st. In reality, fewer than 10% achieve those goals. What can you do as an ad salesperson to get it right?

I have identified 6 keys to achieving your sales goals for the New Year: [Read more…]

5 Easy Tips for Improved Lead Management!



It can be utter chaos if your whole sales team is pouncing on the same new leads that come into the office. The last thing you want is salespeople sulking in the corner about unfairness.

I get this question often from frustrated sales managers: “How do I best distribute new sales leads that come in from our website?”

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Ryan gives us 5 quick tips on adding structure in new lead distribution. 

I have 5 quick tips that will help you simplify the distribution process for maximum ad sales success: [Read more…]

6 Ways to Bring a Dead Advertiser Back to Life!



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Is it RIP for this advertiser? Ryan gives us 6 ways to bring your ad clients back to life!

How was your Halloween? All the ghosts and zombies made me think about how all too often, a qualified advertiser will just go dead, dead, dead.

They said they liked your idea and you agreed to send them a proposal. Now they are not responding at all no matter how hard you try. The deal and the business relationship seem to be stone-cold-six-feet-under-lifeless-dead.

So how do you bring them back to life? Here are 6 ways to fix this common ad sales problem: [Read more…]

Apple to Introduce Ad-blocking: What’s It Mean for Niche Ad Sales?



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Don’t let ad-blocking software put you in an digital ad-sales panic!

The digital media world is abuzz about Apple’s introduction of ad-blocking capability on their mobile devices. You may get some questions about it from your advertising clients.

Here’s some of the mixed reactions out there:

From WSJ:  (negative)
Apple’s Ad-Blocking Is Potential Nightmare for Publishers

From NPR: (informative)
With Ad Blocking on the Rise, What Happens to Online Publishers?

From AdAge: (Oh no!)
Confusion Reigns 

So BEFORE we jump to doom and gloom, we thought we’d consult Ryan Dohrn, an ad sales expert who has worked extensively with niche publishers. We asked him what the Apple ad-blocking hoopla really means for digital media ad sales:

[Read more…]

4 Ways to Improve Your Ad Sales Right Now!



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Sales expert Ryan Dohrn of Brain Swell Media gives us 4 ways to jump-start your ad sales today!

As an ad sales executive, I look for ways to improve on a daily basis. But I don’t expect immediate improvement–without a commitment to making things happen. What do I mean by that? Many media sales professionals are looking for a “quick fix.” That’s pretty unrealistic, don’t you agree?

And let’s face it–with all of the media channels out there, advertisers are more confused than ever about their marketing options.

Here are my four ideas to jump-start your week:

[Read more…]