Media Sales Today

You may be unwittingly undermining your sales success by not properly managing risk. Chalres H. Green, guest contributor to RainToday, explains that many don’t think of “risk management” as part of the sales profession, but that certainly doesn’t mean risk isn’t present.

Countless mobile apps are available, providing entertainment, assistance and social connection. As part of the sales force, why not take advantage of this technology for professional benefit?

Here’s an interesting thought: “You aren’t presenting. You’re interviewing.” That’s the title of a recent article by blogger S. Anthony Iannarino, which caught my attention for its unique notion of presenting.

  Whether you’re writing a proposal to sell an ad, or copy for an already-sold ad, grammar doesn’t always have to be technically perfect. Some things that are actually correct sound awkward; often it is better to write the way people speak, even if it means breaking some rules of grammar. That said, there are [...]

“Asking people just to consider a possibility breaks their past or present thinking, forcing them to consider alternatives. Possibilities, as opposed to certainties, supports the need for a sense of control, letting them feel they can still choose.” This is an excerpt from a recent article on the website ChangingMinds.org.

Sales blogger and author Steve W. Martin’s latest book discusses the importance of sales linguistics, and how “heavy-hitter sales psychology” can influence C-level execs. In a blog post, he includes some quotes to inspire readers and provoke interest in improving one’s own mastery of sales linguistics.

I recently read an article written by John Doerr for the Rainmaker blog, and he made a great point that really struck me: Many people equate proposal activity with sales activity. Don’t get into the mindset that as along as you are out there making proposals, things are swell (despite the proposals ending in zero sales!).