Bring in 50 New Advertisers

I am often asked about tools for prospecting.  As you all know, having a process, any process, is better than no process at all.  This 100% applies to prospecting for new advertisers.  To that end, I spend an entire day on location in ad sales training teaching my prospecting idea called the “Big 50 Prospect Plan”.

Team Call Zones Drive Sales

Looking for a way to drive sales over the next 48 hours?  Team Call Zones might be the answer. Recently a client shared with me that their sales reps lacked focus and seemed to wander around all day.   I immediately asked about daily call volume tracking and client tracking in their CRM tool. (CRM stands for customer relations management software.)  These tools where not in place and would not be in place for several weeks even if the ad sales manager liked the idea.  I shared with them an idea that I have seen work in markets big and small.  It has also worked in consumer and B2B markets.   Team Call Zones are specific times of the day where sales reps call new prospects or old clients for 35 minutes non-stop.  They are allowed 2 minutes between calls to research the next call.  The entire team must participate even the “super-star” sales reps.  After 35 minutes, the group takes a break together and grabs coffee or just takes a break away from their desk.  The break is mandatory.

Publishers and Ad Sales Reps To Meet in Chicago for Business Changing Conference

This awesome video will explain why every publisher and media sales rep should be in Chicago in September.
http://www.youtube.com/user/NicheMediaHQ

Learn how to find just about anyone email address online

Very often you know whom to call on but you do not have their email address.  In this video Ryan Dohrn shows you how to find just about anyone's email address online.

5 Critical Sales Questions Every Ad Sales Person Needs to Know and Ask

I wish I could say I was surprised when I go on an ad sales call with a client and they talk about their media product for the first 20 minutes of the ad sales meeting. Why do sales people talk so much? In most cases, it is bad training or fear. Fear of silence perhaps? Mostly fear of not knowing what the outcome of the meeting should be before the meeting begins. They just do not have a playbook to follow. It is sort of like placing 11 football players on the field and telling them to simply go out for a pass.  Every now and then you will score a point, but most of the time you get beat by a better team with a plan.   I preach a lot about having an ad sales process and holding meetings that win business. Ad sales training is mostly about understanding that there are several ways to win a ball game, but which one will maximize your potential to win. I have found that most meetings that win business are centered on the advertiser and have very little to do with the media you are selling. Sure, that is an important factor, but the meeting must be about them and their needs. Their desires. The things which are meaningful to them, like Making Money. So, how do you get to that winning moment where you ask for the order? You must first ask some really good questions of the advertiser. Lead them to the point where they realize that they need you more than you need them.