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Manage Sales or They’ll Manage You (out the door)

This entry was posted in Advertising Sales Blog Consulting Media Sales Sales Management and tagged Ad-Sales Pipeline Management Ad-Sales Process Advertising Sales Managment Advertising Sales Training Purchase Decisions on by

As a result many media sales managers have a very difficult time with forecasting their company’s business. Will you be up or down next month? How much business should you be forecasting for 6 months from now? Management hates surprises, so the pressure is on.

The advertising sales process is particularly frustrating for inexperienced managers because the purchase-decision process at an advertiser or media-buying agency is so opaque. While one person may be identified as the “buyer” they are often not the key contact in terms of influence.

Connect, Educate, Collaborate, Close

This entry was posted in Advertising Sales Blog Integrated Media Management Media Sales Sales Sales Management Sales Tips Sales Training and tagged Ad-Sales is B2B Sales Ad-Sales to Clients Advertising Sales Managment Advertising Sales Presentation Advertising Sales Training Deliver Value in Ad Sales Calls Getting Appointments How to Sell Advertising Listening Opening the Ad Sales Call Persuasion on by

Your customers have little time for you because they are under so much pressure to be productive. Only if you add value to their day, every time you meet, will you win time with them to build the relationship that gives you a leg up in the competition.

Open the Mind w keyThat is why I loved seeing new research on now b2b buyers separate winners from losers. The research directly supports the ambro.com Strategic Sales Tactics Training for advertising sales that we teach in customized form for media companies and publically through the Masters of Media Selling seminars with MediaPost.

How To Stay Ahead of Your Customers

This entry was posted in Advertising Sales Blog Consulting Media Sales Sales Management and tagged Advertiser Marketing Services Advertising Sales Managment Advertising Sales Presentation Deliver Value in Ad Sales Calls Leading Your Customers Media Research Path-To-Purchase Purchase Decisions Purchase Process Selling to Senior Management on by

If you are not providing leadership to your customers you will be relegated to the commodity media file. You’ll be the company that occasionally receives business when it suits your customer-base. On the other hand, as a leadership media company you’ll drive new business, win greater market share, and expand your market.

Use leadership to get ahead of your customers

A Sales Call Is Like a Blind Date: Are You Talking Too Much?

This entry was posted in Advertising Sales Blog Media Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Ad-Sales to Clients Advertising Sales Training Appointments Engagement Engaging How to Sell Advertising Opening the Ad Sales Call on by

What do dates and sales calls have in common? You probably need to win another meeting or date to accomplish your goal. You are, in fact, building a relationship. You know good and well that talking about yourself too much on a date is a way to make sure it’s […]

Cold-Calling is an Investment: Do it Right

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

Your cold-calling is adding extra targeted, customized, frequency to the rest of your ad-sales-marketing plan that helps you win new business. Your calls are targeted to the prospects with the greatest need or potential for business volume. Think of your cold-calling plan as a personal brand-building process.

Keeping Up With Your Customers: Ad-Sales for Content Marketing

This entry was posted in Advertising Advertising Sales Blog Integrated Media Sales Training and tagged Ad-Sales to Clients Advertising Sales Managment Advertising Sales Training Hybrid Media Integrated Media Media Revenue Strategies Native Content on by

“One of the biggest problems of publishers and advertising sales staffs today is falling behind the customer.” Leading advertisers are moving as fast as they can to keep up with the changing information habits of their customers. But most publishers are more focused on selling what they have, the way it’s been sold in the past, than thinking about how to sell new services or sell advertising in new ways. So publishers and advertising sales executives are falling behind the perceived needs of their customers, the advertisers.

Digital Direct Marketers Agree, Can’t Live Well Without Print 1

This entry was posted in Advertising Advertising Sales Blog Integrated Media Sales Training and tagged Competitive Advantage How To Sell Print Advertising Hybrid Media Hybrid Sales Team Integrated Media on by

In today’s crowded media market, the core value of print is in the inspiration. For digital, it is in the execution. The WSJ reported “Boden, the U.K.-based clothing retailer, ships millions of catalogs around the world each year. Shoppers spend up to 15 to 20 minutes with the catalog, says Shanie Cunningham, head of U.S. marketing, compared with an average of just eight seconds for a Boden email and about five minutes with the Boden iPad app.”

Publishing Strategy: Use Social Media, Invest in Content. 1

This entry was posted in Advertising Advertising Sales Blog Digital Sales Management Sales Management and tagged Advertiser Marketing Services Advertising Sales Managment Competitive Advantage Media Revenue Strategies Media Revenue Tactics on by

High quality content, and more and more of it, is your social media strategy. People share content, and comment on content via social media. No content, no sharing. Build your content first. Readers will share on their social media of choice. When Facebook declines they’ll share it on the next platform, be it Snapchat or Instagram or one we haven’t heard of yet.

Discuss the Path to Purchase When You Sell Advertising

This entry was posted in Advertising Advertising Sales Blog Integrated Media Media Sales Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Ad-Sales to Clients Advertising Sales Managment Advertising Sales Presentation Appointments Deliver Value in Ad Sales Calls How To Sell Print Advertising on by

Smart advertising sales managers know that they can’t skip selling to the ad agencies and media buying services, but they must never forget where the power is; at the client. And getting client appointments is harder and more valuable than ever.

What gets the attention of clients? Certainly it’s not your circulation or your demographics. That is what they pay agencies to put in to spreadsheets. In order to be successful working at the highest level of advertising media decision making, at the client, you need to be adding value by contributing to their understanding of how customers make purchase decisions to buy their products. If you bring value to keeping up with the changing habits of buyers you will always be welcome in the executive suites of your advertising media customers.

It is the Path to Purchase that is intriguing to customers. It is not simple, rather it is nuanced. It is not static, but rather is changing with the changing media consumption patterns of consumers and business buyers.

Overcoming Call Resistance: How to Get More Ad-Sales Appointments

This entry was posted in Advertising Sales Blog Digital Sales Media Sales Sales Sales Management Sales Tips Sales Training and tagged Ad Sales Preparation Appointments Cold-calling Getting Appointments on by

Did it really take research at Stanford to prove Calvin Coolidge right? “Nothing in the world can take the place of Persistence.  Talent will not; nothing is more common than unsuccessful men with talent.  Genius will not; unrewarded genius is almost a proverb.  Education will not; the world is full […]