Media Sales Today

  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 [...]

  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, [...]

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.

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.

Best of 2010: What is the most dangerous word in sales? And are YOU using it?

While browsing blogs, articles and papers covering the topic of sales, I’ve come across many metaphors, acronyms, and “lessons learned” concerning various aspects of the industry. But, I just recently found an article that, upon reading the title, made me do a double-take.

Performing under pressure appears to be so effortless for many in the sales profession, but not everyone is able to pull through successfully when they’re put on the spot. Whether it’s making a do-or-die presentation or just engaging in a phone call with a prospect, it is important to your success that you don’t crack under pressure.

The key to not “choking” during big moments can be explained by science, according to a recent book by an associate professor in the Department of Psychology at The University of Chicago.