Sales Strategy

Be MORE than just a digital salesperson

It is important to make sure to stand out to your clients. According to some recent sales statistics, it takes 8 cold call attempts to reach a prospect and once you get the interest of a prospect, it then takes 5 follow-up calls to take things to the next step. Fact is we live in a busy world and [...]

I don’t have time to meet. Can you just send me your presentation?

If you are in sales, you have heard this statement. Probably many times and in different ways: “Just send me your notes.” “Just email me the pricing.” “Just forward your pitch.” All too often when we hear this, we jump to it and start drafting long emails with lots of notes and attaching presentation materials. We give it all away and then follow [...]

Why Digital Is Not A One-Call-Close

When training traditional media advertising salespeople on how to sell digital, I find that the biggest hurdle is often what made them successful salespeople people to begin with – being able to get their message across quickly, devise a solution, and close the sale – often all in one meeting. When you are selling a media advertising product that people [...]

Online Products for Offline Buyers

There are many media buyers out there that are devouring as much information as they can about digital advertising, given that the marketing landscape has changed so drastically.  A media mix used to include placing a television, radio, direct mail, newspaper, phone book, or a billboard buy.   Now with the introduction of a countless number of digital products that [...]

What Does The Local Ad Revenue Forecast For 2017 Mean For You?

According to a recent article published by by Ad Age, the latest local ad revenue forecast from BIA/Kelsey confirms that revenue from local-focused online ads will exceed that of traditional ads aimed at local audiences by 2018. “BIA/Kelsey forecasts that in local markets, digital advertising, including mobile, will grow from $44.2 billion in 2016 to $50.2 billion in 2017 — a [...]

Top 5 Ways Digital Sellers Blow the Sale

As a trainer of all things digital for Vici, I have the opportunity to travel all over the country and meet talented sales teams in television, radio, and print.  My job is to teach “traditional” media sellers to become well-rounded integrated marketers who combine both digital and traditional marketing techniques to accomplish the end client’s sales goals. A fascinating pattern [...]