Media Sales Today

Hearing “no” from a prospect can leave you feeling defeated, but the sales process doesn’t always have to end right then and there. By carefully choosing your words and approach, you can actually pique enough interest to make the sale…or at least, get the prospect to engage with you a bit longer.

While sales professional Jill Konrath admits that it may be considered “heresy” in the sales world, there is actually great opportunity lying with potential clients who aren’t in buying mode.

The term “business hunter” is part of sales industry jargon, so it makes that market strategist Vickie K. Sullivan compares seeking out prospects to a recent safari she experienced in India.

Here’s a cool, innovative way to keep yourself motivated: Create a “success wall.” Director of NRS Media Mike Brunel writes about using this tactic in an article appearing on the Talking Media Sales blog, and the process was not only successful for Brunel and his company, it sounds like a great way to encourage teamwork as well.

Dan Waldschmidt, blogger at Edge of Explosion, manages to balance great sales tips with humor. The title for his post on networking dos and don’ts sums up his blogging style perfectly: “How to Stop Being A Creepy, Annoying Sales Networker.”

If you like sales advice articles with a healthy dose of humor and cartoons, well, then take a moment to check out Mike Schultz’s recent post on RainToday.com. He introduces readers to “8 Buyer Personas” that you may likely encounter.

Sometimes, in Sales, what was once old is new again. Now that we’re in the new year, let’s transfer that idea to your accounts. Give your account list a thorough review and see if there are any businesses that used to buy advertising from you or your predecessor, but not any longer. Here’s how to do it….