Advertising Sales Training

Why to Learn How to Sell Programmatic Advertising

This entry was posted in Advertising Sales Consulting Digital Sales Integrated Media Media Sales Sales Training and tagged Advertising Sales Managment Advertising Sales Training Hybrid Media Integrated Media on by

Today, advertisers want and need a complete solution. And advertising sales people need ad sales training on how to sell hybrid advertising packages where the value is greater than the sum of the parts. Like a hybrid car with two engines that work separately and together to provide higher mileage, a hybrid ad sales proposal provides the advertiser with coordinated media elements that may include premium display to build interest and brand trust and programmatic impressions to reach that same customer as they move through the purchase decision process.

Masters of Media Selling: Advertising Sales Training Public Seminar

Solving the Problem of Declining Ad-CPMs

This entry was posted in Advertising Sales Blog Media Sales Sales Management Sales Training and tagged Ad Sales Preparation Advertising Sales Managment Advertising Sales Presentation Advertising Sales Training Persuasion on by

In our capitalist world, prices of inventory are simply the result of the mysterious workings of supply and demand. The massive growth of the supply of inventory isn’t within the control of publishers. But they can and should develop a genuine plan to drive up demand for their inventory. How do you drive demand?

The Multi-screen Advertising Proposal: Will Your Team be Ready?

This entry was posted in Advertising Sales Blog Digital Sales Integrated Media Media Sales Sales Training and tagged Advertising Sales Training Hybrid Media on by

You don’t have to be a television company to synchronize a campaign with a TV media-buy. Will your sales team know how to propose how to tie-in ads on the tablet-delivered site tie in with the TV ads on the screen across the room? If not you’ll be missing an opportunity.

Should You Sell Advertising to Women Differently Than to Men?

This entry was posted in Advertising Sales Management Media Sales Sales Sales Management Sales Training and tagged Ad Sales Preparation Advertising Sales Managment Advertising Sales Training Persuasion Selling Ads to Female Decision Makers on by

When I read the story in the Harvard Business Review about the need to approach selling differently when selling to women, I was very curious. Is this an issue I need to understand better? Do I need to learn about nuances of selling to women versus men to teach advertising sales training at the highest level?

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.

Advertising Sales is a Team Effort – Manage Like a Coach 1

This entry was posted in Advertising Advertising Sales Blog Management Media Sales Sales Management Sales Tips and tagged Ad Sales Preparation Advertising Sales Managment Advertising Sales Training on by

It might need to be said that media companies too need to be built on teamwork because when it comes to advertising sales, advertisers tend to be like sheep. The more one sales person is successful, another will find it easier to win business because other advertisers will follow.

Building Ad Sales Teams to Win in the Rough and Tumble World of Media 2

This entry was posted in Advertising Sales Sales Management Sales Training and tagged Ad Sales Preparation Advertising Sales Training on by

Everywhere I turn recently I hear more about the abject story of the serial-harasser and generally thuggish Richie Incognito of the Miami Dolphins.  As you most likely have heard he so hassled and threatened his teammate, Jonathan Martin, that Martin left his team and multimillion dollar salary.  Apparently Incognitos activity was tolerated and quite possibly encouraged […]

Death of the Salesman? What Does RTB Mean for Publishing? 1

This entry was posted in Advertising Sales Digital Sales Management Media Sales Sales Management Sales Training and tagged Advertising Sales Training Deliver Value in Ad Sales Calls RTB on by

RTB will not kill all the advertising sales people, just change their job. The old role of advertising sales people, to provide the price to the buyer, will be ceded to the RTB media exchange. Sales people will, instead deliver value with understanding of the market and how it is changing, and help their clients by showing them how to configure packages of media for the best results much like a former stock broker, now called a financial planner, makes recommendations for investments but no longer sets or communicates the price.