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/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/6976 http://www.mediasalestoday.com/archives/6976#comments Mon, 26 Dec 2011 09:00:09 +0000 Faye Oney http://www.mediasalestoday.com/?p=6976   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 [...]]]> http://www.mediasalestoday.com/archives/6976/feed 0 http://www.mediasalestoday.com/archives/6563 http://www.mediasalestoday.com/archives/6563#comments Mon, 17 Oct 2011 07:27:04 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=6563 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. ]]> http://www.mediasalestoday.com/archives/6563/feed 0 http://www.mediasalestoday.com/archives/6106 http://www.mediasalestoday.com/archives/6106#comments Wed, 07 Sep 2011 20:27:40 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=6106 “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. ]]> http://www.mediasalestoday.com/archives/6106/feed 0 http://www.mediasalestoday.com/archives/5594 http://www.mediasalestoday.com/archives/5594#comments Wed, 22 Jun 2011 20:40:48 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=5594 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]]> http://www.mediasalestoday.com/archives/5594/feed 3 http://www.mediasalestoday.com/archives/5514 http://www.mediasalestoday.com/archives/5514#comments Mon, 13 Jun 2011 07:34:39 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=5514   Have you ever done a “dress rehearsal” for a sales call? If you think it sounds silly, you might want to read Anthony Iannarino ‘s article about certain times when preparation for a sales call is critical. He runs through a couple of examples, including a team sales call. For this type of call, [...]]]> http://www.mediasalestoday.com/archives/5514/feed 0 http://www.mediasalestoday.com/archives/5301 http://www.mediasalestoday.com/archives/5301#comments Wed, 11 May 2011 09:00:24 +0000 Michelle OBrien http://www.mediasalestoday.com/?p=5301   Whether you’re writing a proposal to sell an ad, or copy for an already-sold ad, grammar doesn’t always have to be technically perfect. Some things that are actually correct sound awkward; often it is better to write the way people speak, even if it means breaking some rules of grammar. That said, there are [...]]]> http://www.mediasalestoday.com/archives/5301/feed 1 http://www.mediasalestoday.com/archives/5127 http://www.mediasalestoday.com/archives/5127#comments Mon, 18 Apr 2011 07:17:27 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=5127   You’re attempting to connect with a prospect with whom things had been going well. But despite your best efforts, your calls aren’t being returned. When is it time to just walk away? That can be a tough question to answer, especially when the prospect had been responsive to your early communications. On his blog, [...]]]> http://www.mediasalestoday.com/archives/5127/feed 0 http://www.mediasalestoday.com/archives/4229 http://www.mediasalestoday.com/archives/4229#comments Fri, 31 Dec 2010 08:00:52 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=4229 Best of 2010: About half of salespeople miss their sales quota…and Chad Levitt, author of the New Sales Economy, claims to know the “real reason” why.]]> http://www.mediasalestoday.com/archives/4229/feed 1