5 Great Articles for Media Salespeople: The Friday Five #1

Articles Every Media Seller Should Read This Week

5 great articles every media sales professional should read

Photo courtesy of BillionPhotos.com/dpc

  1. “Your seat at the table makes a political statement about your role in the meeting and your importance to the organization.” Geoffrey James, writing in Inc. Magazine, helps you figure out Where to Sit at a Conference Table
  2. “The last thing you want to do when getting started with social media is to open a number of social media accounts and publish to them with incomplete information. It’s okay to take some time and make sure your profiles are set up professionally before making them public.” Brian Hasenbauer of the Center for Sales Strategy offers 3 Ways Salespeople Can Stand Out Using Social Media.  
  3. “In the rush of the final stages of a deal, it’s unlikely that your salespeople devote the time to truly personalize their proposals. Momentum gained from other personalized sales interactions is lost, though, with nothing more than a boilerplate cover letter and pricing table in a Word document.” Just one of the 4 Things Your Sales Proposal Would Tell You If It Could Talk, as passed along by Jesse Kurth.
  4. “Every new contact is a new audition. There is likely more than one person involved in deciding whether to hire you. You are auditioning for all of them, all the time. The process continues, regardless of whether you believe that you have already passed the audition.”  Your Audition Has Already Begun, says Anthony Iannarino
  5. “Of course, the simplest thing to do is to get up and walk away… However, a much better approach is to step back from the negotiations for just a moment. What you are going to want to do is to take a look at the “big picture”. By understanding the different pieces that make up the deal that you are trying to reach, you just might be able to save this negotiation.” Dr. Jim Anderson discusses negotiation strategy in How To Defend Against A “Take It Or Leave It” Position.

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