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What is Challenger Selling? And How Does it Help Sell Advertising?

This entry was posted in Advertising Advertising Sales Blog Media Sales Sales Tips Sales Training and tagged Advertising Sales Training Appointments Cold-calling Deliver Value in Ad Sales Calls Opening the Ad Sales Call on by

Challenger Selling is simply the re-booted and re-packaged Structured Selling process that made Ziff-Davis famous.  By presenting a “challenge” that the customer is facing, like losing market share or missing sales, providing important information about that challenge, the sales person can better capture the attention of any prospect to engage them in a sales conversation that leads from the challenge — read their needs — to the solution being sold.

Brand Safety and Digital Marketing Success: Auditing Needed

This entry was posted in Advertising Blog Digital Sales Programmatic Advertising Programmatic Advertising Sales Sales and tagged Advertising Sales Managment How to Sell Advertising Media Revenue Strategies on by

The time has come for the legitimate digital press and advertisers who want to maximize their ROI on advertising to organize the 21st century’s digital version of the Alliance for Audited Media.

Why a Client-Centric Approach is More Persuasive 1

This entry was posted in Advertising Sales Blog Media Sales Sales Tips Sales Training and tagged Sales Persuasion on by

Client-centric selling means building your sales argument from an agreed upon assumption. If the client or prospect doesn’t agree with the assumption that your persuasion is based upon, then why would they agree with your conclusion?

When you are selling advertising, start your conversation with your prospect by asserting what you know about their business, and what you believe they need. If you are right, they will agree and tell you more. If you are wrong, you need to know that. If you are well-prepared they will be impressed with your knowledge, and listen more attentively.

Research Says Persistence Pays

This entry was posted in Ad-Sales Negotiating Advertising Advertising Sales Blog Media Sales Sales Sales Management Sales Tips Sales Training and tagged Ad-Sales Persistance on by

Research shows that persistence pays. Research targets were more likely to respond to requests affirmatively than expected by the requesters, and being told “no” by a target may increase their likelihood to say “yes” to the same request later.

What is Ziff-Davis Structured Selling Ad-Sales Training?

This entry was posted in Advertising Sales Blog Media Sales Sales Sales Tips Sales Training and tagged Structured Selling for Ad-Sales on by

Ziff-Davis is legendary in the magazine industry for it’s dedication to sales training and in particular for the structured selling approach it demanded of its sales people. Establishing shared agreement to a set of assumptions is the only way to persuade using logic. And logic, not likability, not sincerity, not guilt from accepted favors, is the only portable form of persuasion that allows a sales prospect to persuade their own superiors to support the purchase of media.

Voice Mail, Wherefore Art Though Voice Mail?

This entry was posted in Advertising Sales Blog Consulting Media Sales Sales Tips Sales Training and tagged Advertising Sales Training Appointments Cold-calling Getting Appointments How to Sell Advertising on by

Getting ad-sales appointments for in-person or virtual meetings on the phone and/or online is the key first step. Without voice mail we’ll need new tactics.

How to “Show Up” to Make More Advertising Sales

This entry was posted in Advertising Advertising Sales Blog Media Sales Sales Tips Sales Training and tagged Ad Sales Preparation Ad-Sales to Clients Advertising Sales Training Cold-calling Getting Appointments How to Sell Advertising How To Sell Print Advertising Selling to Senior Management on by

Woody Allen said 80% of success is showing up. When it comes to successful media selling that is a good place to start. And it’s harder than ever to “show up.” Prospects don’t call back, or say they don’t need to see you. Client-side contacts say to see the agency who you already know hasn’t called back for weeks. How can you “show up” in our fiercely competitive world of media sales?

The Most Difficult Objection: “I don’t need to see you.”

This entry was posted in Advertising Blog Consulting Media Sales Sales Tips Sales Training and tagged 10-Minute Sales Call Advertising Sales Training Cold-calling Deliver Value in Ad Sales Calls How to Sell Advertising Objection Handling Overcoming Objections on by

All this is a preamble to this simple point: You better have a really good message when you ask for an appointment. If it works, you’ll win more appointments and ultimately win more business. If your message is so-so, you and your property will stay in the mental “circular file.”

How to Sell Advertising at Trade Shows

This entry was posted in Advertising Sales Blog Management Media Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Ad-Sales is B2B Sales Ad-Sales to Clients Advertising Sales Training How to Sell Advertising Selling to Senior Management on by

Attending and utilizing tradeshows for sales is a key skill for almost every kind of advertising sales person. If you sell national trade advertising, the trade shows in your industry are a key source of content and of leads, as well as a place to meet your prospects. If you sell local TV or radio or newspaper advertising attending the local “home-show” will be a source of leads and a great place to chat up potential customers.

Have an Adgenda

Have an Agenda – Make More and Bigger Ad Sales

This entry was posted in Advertising Sales Blog Media Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Advertising Sales Presentation Advertising Sales Training Deliver Value in Ad Sales Calls Getting Appointments How to Sell Advertising on by

Preparing and proposing an agenda at the beginning of the ad-sales conversation has many positive uses. Proposing an agenda for your meeting or conversation can be done on the phone or in person, and works in informal situations as well as in formal presentations.