Media Sales Today

Sales veteran Ken Murray, in his recent blog post, discusses cold calling, referring to it as a “marriage between people and technology.”

  Downloadable chart helps media reps determine best time to call on advertisers In the sales world, timing is everything.  Trying to get an appointment with a prospect can be an exercise in futility. Your customers are busy running their companies; and scheduling an appointment with a sales rep is pretty far down on their [...]

Have you participated in an annual review? No, I’m not referring to a job review performed by your boss but rather an annual review of your own clients and prospects that you do.

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, [...]

  In a recent article, sales expert Geoffrey James warns readers against making dumb” errors during initial sales calls. While they may be “dumb,” the errors he lists are quite common; pressure, anxiousness and desire to succeed can get in the way of making a great first impression can cause a salesperson to stumble and [...]

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.