Media Sales Today

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….

Best of 2010: Asking the right questions at the right time. That’s the most important skill when it comes to selling, according to sales professional Geoffrey James. But, before you can even ask questions of your client, you must first know just what to ask.

The end of 2010 means an emergence of sales trends predicted for 2011. Can you guess what’s on tap to be big next year in the B2B sales world?

Black Hole : Function: noun

1 : a celestial object that has a gravitational field so strong that light cannot escape it and that is believed to be created especially in the collapse of a very massive star 2 : something resembling a black hole: as a : something that consumes a resource continually b : an empty space : void

Note the bold text in the above definition from Merriam-Webster. In regards to selling, focusing a lot of time and attention on a non-buyer can be like a black hole, a simile that is explored by Scott Sheaffer on his sales blog.

AdMall announced today that their popular Media Sales Mobile app is now available for Blackberry. Designed specifically for media advertising sales professionals, Media Sales Mobile features advertising opportunities, local prospect lists and nearby demographics, consultative sales tips and conversation starters.

It can be difficult for salespeople to come to terms with the fact that there are some things that they just can’t control in their profession. Only so much planning, prepping, and meeting and greeting can be done and then, the rest is out of their hands.

Many in sales consider pointing out their companies’ strengths in the face of competitors’ weaknesses can be an effective way to attract new business. But is it really a good way to shine in a prospect’s eyes?