Media Sales Today

You’re probably always wondering what chief marketing officers are thinking, right? Well, this might help a teensy bit. Forrester Research and Heidrick & Struggles talked to approximately 200 CMOs to try to get inside those all-knowing heads.

In case you missed it, here’s the 2012 List of Banished Words.
“What is this?” you ask? Ah, little grasshopper, let me make you aware of Lake Superior State University’s 36-year tradition of tossing out the year’s popular vernacular garbage.

Don’t ignore that shadow you think you see trailing you when you’re calling on your Main Street prospects. And those footsteps you keep telling yourself aren’t really there – yup, you are really hearing them. You’re not crazy. It’s not just your imagination. It’s the Google Overlords encroaching on your territory. That’s right. Watch your back.

Having a “script” for cold calls has both its pros and cons, and sales pro Alen Mayer looks at both sides of the script debate in a post appearing on his blog.

  “Good questions can be incredibly powerful. But just as there are powerful questions, there are lousy ones.” That’s the message of an article written by sales professional Andrew Sobel appearing on RainToday. In it, he encourages readers to throw out clichés and sarcasm in exchange for questions that will not only provoke thoughtful answers, [...]

  Sales skills are something that the majority of people must cultivate. While there may be a select few that are so-called “naturals,” most in the industry must consistently work to hone their methods, process and style. Taking advice from the now classic book “The 7 Habits of Highly Effective People,” business expert Steven Strauss [...]

  Big sales to big accounts are great, but the reality is that most businesses in the U.S. are small businesses. There are millions of small businesses, which means many – or maybe all – of your prospective advertisers are small businesses. Writer John Jantsch says small business owners are ‘an odd lot.’ He can [...]