http://www.mediasalestoday.com Insights+Ideas for Media Advertising Sales Professionals Fri, 10 Sep 2010 09:00:15 +0000 en hourly 1 http://wordpress.org/?v=3.0.1 http://www.mediasalestoday.com/archives/3550 http://www.mediasalestoday.com/archives/3550#comments Wed, 08 Sep 2010 20:54:06 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3550 Even if you haven’t seen the movie Inception, Josh Gordon’s article about the power of ideas will still make sense. ]]> http://www.mediasalestoday.com/archives/3550/feed 0 http://www.mediasalestoday.com/archives/3543 http://www.mediasalestoday.com/archives/3543#comments Wed, 08 Sep 2010 08:00:55 +0000 Michelle OBrien http://www.mediasalestoday.com/?p=3543 This month’s Media Sales Monthly is now available! This video briefing is designed for media advertising sales pros. Each month it features advertising sales outlooks and opportunities, a ‘Know the Customer’ segment, and tips to help you make the sale. The September 2010 Media Sales Monthly features: Cross Exposure + Phara Ads Ad Opportunity: Jewelry [...]]]> http://www.mediasalestoday.com/archives/3543/feed 0 http://www.mediasalestoday.com/archives/3524 http://www.mediasalestoday.com/archives/3524#comments Wed, 01 Sep 2010 20:36:54 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3524 I love analogies. They can open up your eyes to a new way of seeing something and inspire a completely new thought process. I come across a lot of sales analogies, a few of which I’ve blogged about in the past. Today I have a new one for you: Sales and golf. While it’s well known that many sales deals are made on golf courses, there’s even more to the relationship between sales and golf. ]]> http://www.mediasalestoday.com/archives/3524/feed 0 http://www.mediasalestoday.com/archives/3505 http://www.mediasalestoday.com/archives/3505#comments Mon, 30 Aug 2010 07:09:49 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3505 Sharon Berman, marketing professional and writer at Rain Today, wrote an excellent informative article about the benefits and how-to of marketing your business via online video. She addresses the basics, from what to include in the video to whether it should be done professionally or in-house. As for benefits, there are plenty. ]]> http://www.mediasalestoday.com/archives/3505/feed 0 http://www.mediasalestoday.com/archives/3467 http://www.mediasalestoday.com/archives/3467#comments Wed, 25 Aug 2010 20:59:18 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3467 "No" is a powerful word, especially when it's coming from a prospect’s mouth. As a salesperson, you may say or do anything in your power to prevent from hearing that word, and when you do hear it, it can send you over the edge. But did you ever consider that "no" from a prospect could be a good thing?]]> http://www.mediasalestoday.com/archives/3467/feed 1 http://www.mediasalestoday.com/archives/3445 http://www.mediasalestoday.com/archives/3445#comments Mon, 23 Aug 2010 07:50:39 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3445 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. ]]> http://www.mediasalestoday.com/archives/3445/feed 0 http://www.mediasalestoday.com/archives/3430 http://www.mediasalestoday.com/archives/3430#comments Wed, 18 Aug 2010 20:43:56 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3430 E-mail and lead generation can be a winning combination for those in sales. A post on the Polk Blog labels this joining of methods as a “match made in heaven,” and despite the fact that both techniques are not new to the sales game, their combined use is relatively new to many salespeople. By integrating technology, generating leads can be a smoother process and help you reach new markets.]]> http://www.mediasalestoday.com/archives/3430/feed 1 http://www.mediasalestoday.com/archives/3420 http://www.mediasalestoday.com/archives/3420#comments Mon, 16 Aug 2010 07:15:41 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3420 Storytelling can be an effective tool in sales conversations and is often used in various stages of the sales process. Using customers’ successes to highlight the value of your product or service, or explaining how your company came to be can help the prospect form a connection with you and your business. ]]> http://www.mediasalestoday.com/archives/3420/feed 2 http://www.mediasalestoday.com/archives/3390 http://www.mediasalestoday.com/archives/3390#comments Wed, 11 Aug 2010 20:11:47 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3390 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.]]> http://www.mediasalestoday.com/archives/3390/feed 1 http://www.mediasalestoday.com/archives/3319 http://www.mediasalestoday.com/archives/3319#comments Wed, 04 Aug 2010 21:02:16 +0000 Jessica Helinski http://www.mediasalestoday.com/?p=3319 According to the new book Top Dog Sales Secrets, there’s a missing link in most sales processes (80-90% of them, no less!). Just what is that often overlooked step?]]> http://www.mediasalestoday.com/archives/3319/feed 3