When you work on a marketing campaign, how can you make sure you’re targeting “the right people” with your message – the people who are most likely to do business with you? Advertising salespeople have access to a variety of research tools to make some educated decisions about the kind of people who are listening to, reading, […]
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 […]
Ani DiFranco once said that every tool is a weapon if you hold it right. LinkedIn can be a very powerful sales weapon — but it will backfire if you don’t use it correctly. LinkedIn has become a powerful tool for researching and making contact with new prospects. But like any other tool, there’s a right […]
Have you ever been stuck in an email argument that won’t end? Today’s Sales Skills Lesson: There’s Another Tool That Works Much Better A friend of mine was recently sucked into one of these endless, frustrating digital exchanges. Here’s how she dealt with it. My friend designs knitting patterns. Yarn shops around the country buy […]
Have you ever realized, immediately after hitting “Send”, that you have just sent an email to the wrong person? Not long ago, I wrote an email expressing significant concerns about a particular person – and, due to my own inattention, entered that person’s name as the recipient of the email. Luckily, I caught my mistake and […]
