“People often mistake activity for outcomes, but they are not the same thing.” — Anthony Iannarino, The Only Sales Guide You’ll Ever Need Now that traditional media companies are offering a full array of digital advertising products, we (and our clients) benefit from all of the measuring tools available to us. When the message is […]
It’s not news that more and more searches are being done on mobile devices. Nor is it news that many of our clients have not gotten around to making their websites mobile-friendly. The time to do something about that is now — and that creates opportunity for those of in television, radio, or digital sales. In […]
Some reasons to ponder come courtesy of a Roy Williams’ Monday Morning Memo essay, from way back in 2008. Read the whole thing here. Every point he makes is still valid today. Here are a couple: 2. reputation. Consider the people who don’t buy from you. Are they buying elsewhere because they haven’t heard about your company, […]
Have you ever gone to a client’s website and gotten lost? What did you do about it? If you’re a media advertising salesperson, it’s your responsibility. Photo by iQoncept/dpc I spent last week on the West Coast meeting with advertisers in partnership with a television station sales department. Preparing for the week, I spent time looking […]
We work in the persuasion industry. As advertising sellers, first we must persuade a prospect to meet with us… and then consider our proposal… and then buy. Then we must design a campaign that persuades our client’s prospects to take action. Here are five books that will help you develop the sales skills to persuade… and […]
