Media Sales Today

Do you know how to tap into a prospect’s emotions to get the sale closed? Are you even aware of the most common emotional sales triggers?

This month’s Media Sales Monthly is now available! Topics include advice for media sales reps from small businesses that use mobile advertising and a new ad opportunity for health clubs. This month’s sales tip asks if you just might be unintentionally killing a healthy account.

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.

If you’re feeling like your sales method needs a jolt, check out the suggestions from Geoff Alexander, a sales trainer who in a recent blog post addresses the importance of immediacy in sales.

  This month’s Media Sales Monthly is now available! This video briefing is designed for media advertising sales pros. Each month it features advertising sales outlooks, an ad opportunity or  ‘Know the Customer’ segment, and tips to help you make the sale. The October 2011 Media Sales Monthly features: Ad Agency Forecast Know the Customer: [...]

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.

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.