http://www.mediasalestoday.com Insights+Ideas for Media Advertising Sales Professionals Wed, 08 Feb 2012 09:00:12 +0000 en hourly 1 http://wordpress.org/?v=3.3 http://www.mediasalestoday.com/archives/7400 http://www.mediasalestoday.com/archives/7400#comments Mon, 06 Feb 2012 07:10:13 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=7400 Michelle Davidson, blogger at RainMakerBlog, shares some must-do tips for making the sale. Of the many factors that go into the making of a successful sale, Davidson believes four are genuinely essential. ]]> http://www.mediasalestoday.com/archives/7400/feed 0 http://www.mediasalestoday.com/archives/7308 http://www.mediasalestoday.com/archives/7308#comments Wed, 25 Jan 2012 09:00:41 +0000 Courtney Huckabay http://www.mediasalestoday.com/?p=7308 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.]]> http://www.mediasalestoday.com/archives/7308/feed 0 http://www.mediasalestoday.com/archives/7228 http://www.mediasalestoday.com/archives/7228#comments Fri, 13 Jan 2012 09:00:46 +0000 Courtney Huckabay http://www.mediasalestoday.com/?p=7228 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.]]> http://www.mediasalestoday.com/archives/7228/feed 5 http://www.mediasalestoday.com/archives/7209 http://www.mediasalestoday.com/archives/7209#comments Wed, 11 Jan 2012 09:00:54 +0000 Courtney Huckabay http://www.mediasalestoday.com/?p=7209 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.]]> http://www.mediasalestoday.com/archives/7209/feed 0 http://www.mediasalestoday.com/archives/7138 http://www.mediasalestoday.com/archives/7138#comments Wed, 04 Jan 2012 20:53:36 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=7138 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.]]> http://www.mediasalestoday.com/archives/7138/feed 0 http://www.mediasalestoday.com/archives/7029 http://www.mediasalestoday.com/archives/7029#comments Fri, 30 Dec 2011 15:00:22 +0000 Faye Oney http://www.mediasalestoday.com/?p=7029   “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, [...]]]> http://www.mediasalestoday.com/archives/7029/feed 0 http://www.mediasalestoday.com/archives/7011 http://www.mediasalestoday.com/archives/7011#comments Fri, 30 Dec 2011 09:00:18 +0000 Faye Oney http://www.mediasalestoday.com/?p=7011   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 [...]]]> http://www.mediasalestoday.com/archives/7011/feed 1 http://www.mediasalestoday.com/archives/7038 http://www.mediasalestoday.com/archives/7038#comments Thu, 29 Dec 2011 09:00:38 +0000 Faye Oney http://www.mediasalestoday.com/?p=7038   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 [...]]]> http://www.mediasalestoday.com/archives/7038/feed 1 http://www.mediasalestoday.com/archives/6988 http://www.mediasalestoday.com/archives/6988#comments Wed, 28 Dec 2011 09:00:37 +0000 Faye Oney http://www.mediasalestoday.com/?p=6988   Are you a sales newbie? If so, Mark Hunter, the “Sales Hunter,” has some advice for you on dealing with this intimidating, often cutthroat industry. In my opinion, his advice, while directed at those new to selling, is just as useful to experienced sales professionals as well. Even if you’ve been in the industry [...]]]> http://www.mediasalestoday.com/archives/6988/feed 0 http://www.mediasalestoday.com/archives/7058 http://www.mediasalestoday.com/archives/7058#comments Tue, 27 Dec 2011 15:00:54 +0000 Faye Oney http://www.mediasalestoday.com/?p=7058   How about starting off the week with a little critical analysis? Use your experience, judgment and knowledge to uncover all of the things that are wrong with a prospecting email that was received by blogger and sales pro Art Sobczak. In his post, Sobczak includes a prospecting email that, in his words, is downright [...]]]> http://www.mediasalestoday.com/archives/7058/feed 0