Consulting

Do Your Sales People Understand How to Sell Advertising Against Low-Priced Networks? 1

This entry was posted in Advertising Sales Consulting Sales Management Sales Tips Sales Training and tagged Advertising Price Objection Advertising Sales Managment Advertising Sales Training Deliver Value in Ad Sales Calls Engagement Objection Handling Overcoming Objections on by

Sales people must seek out the objections, starting with the price objection, to make sure the prospective understands your value proposition. If your customer has a hidden price objection, thinking there are less expensive ways to accomplish what your medium offers, it is often because they don’t properly value the media you are selling. So it is critical that your sales people are trained to probe for objections and to handle objections with all the skill you can help them develop.

Can Publishers Thrive While Agencies Die?

This entry was posted in Advertising Advertising Sales Consulting Digital Sales Integrated Media Media Sales Sales Management and tagged Ad-Engagement Advertiser Marketing Services Customized Ad Creative on by

In the marketing world of 2013, creative that works in one medium may not reach enough of the target audience effectively. With shorter attention-spans, and so many attention-demanding media, achieving engagement with the creative is tougher than ever.

Clients are finding that an industrialized – assembly line – approach may make more creative but not more effectiveness. Just like more movies from a studio doesn’t mean more movies that are successful, there is a limited about of great creative talent to make great advertising.

Publishers can help by executing creative because they know what works in their market better than anyone.

Sell a “Path to Purchase” to Grease Your Own Path to Sale 1

This entry was posted in Advertising Sales Blog Consulting Digital Sales Integrated Media Media Sales Sales Tips on by

One thing never fails to interest senior executives, and it will command the attention of advertising purchase decision makers down the line, that is new information or perspective on their customers, or their marketplace. The most riveting information is data on how their customers make purchase decisions, lately known as the “path to purchase.”

Purchase Influence Loop from Altimeter Group