Post Tagged with: "sales"

Six Ways To Generate Out of Home Prospects

What’s the best way to generate out of home prospects?  Here are 6 ways Insider generates leads. Use Google maps.  Plug in the address or GPS coordinates for your sign and look at what businesses are nearby.  This is a big help if you have far flung markets which it is hard to drive to every day.  You can send a marketing email to prospects together with a ride sheet and a screen shot of a google maps showing the […]

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Daucanski’s Parting Thoughts on Out of Home Sales

This is the last post in a series by Dave Daucanski on out of home sales leadership.  Daucanski spent 15 years experience in out of home advertising sales and sales management most recently with Clear Channel Outdoor in Dallas and Florida and prior to that at All Over Media and Lamar.  Daucanski recently accepted a position at New Horizon Learning Centers.  You can reach Dave at davewpb@bellsouth.net. As I move on to my next mission in life I felt it […]

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Winning strategies for out of home sales calls.

Andrea Messimer Henley has 20 years experience in out of home advertising sales.  Today Andrea reviews winning strategies for the three types of out of home sales calls. First appointment. The 1,2,3 strategy. Probe to find two needs and one want.  Uncovering multiple client needs will always close the deal. Wants are great but they don’t always close the deal. Customer Appointment. Always provide one or two new fresh ideas.  This is the Nordstrom shoe sale strategy. They always bring […]

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Daucanski on what to start and stop in 2017

Insider is running a series on out of home sales leadership by Dave Daucanski.  Today Dave talks about what the start and what to stop to lead your out of home sales team to a successful 2017. Stop being busy with the wrong things.   How are you beginning your day? Only 5 of the 50 emails in your box are important.  Be ruthless about deleting yourself from unnecessary and distracting distribution lists to free up time for your team. Start […]

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Coaching Your Out of Home Sales Team.

By Dave Daucanski Great out of home sales people want to be held accountable.  This column talks about how to lead and coach your out of home sales team.  Shout outs to Greg Dodson in St Louis, Pamela Gentry and Ashley Jay in Dallas and Pamela Collis in Ocala for their assistance. Implement weekly one on one meetings with your out of home sales team. I like Mondays. Be consistent and rarely alter the schedule.  Populate your calendar invites for […]

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Daucanski on managing out of home prospects

Insider has is running a series of posts on selling out of home by out of home sales executive Dave Daucanski.   Today Daucanski gives four tips for identifying and managing out of home prospects. (1)  Allocate prospects wisely.  We all have people who can become account “hogs”. I am sure you have heard “that’s my account”.   Establish an account ownership time frame. I believe in 90 days.  Review the billing and activity on a consistent basis. If you don’t […]

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Hiring great out of home sales people

Dave Daucanski has 15 years experience in out of home advertising sales and sales management most recently with Clear Channel Outdoor in Dallas and Florida.   In this post Daucanski gives 8 tips for recruiting and hiring great out of home sales people.  You can reach Dave at davewpb@bellsouth.net. Your day doesn’t start at 8 am and end at 5 pm.  Attend a networking event once a week, e.g., Ad Fed, AMA or a business after hours event.  Stand on the […]

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Messimer-Henley’s 6 Ways To Reach Ad Buying Decision-Makers

Andrea Messimer Henley has 20 years experience in out of home advertising sales.  Today Andrea reviews six ways to approach decision-makers. Start at the top – Go to the corporate website.  Executives are always listed.  Send the CEO a brief email.  Ask them who makes decisions on advertising for your company? When they reply to your email, you can forward the correspondence; say your CEO suggested that I reach out to you.   Research – Find an article that the CEO/decision maker […]

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Daucanski on how out of home sales needs to change.

Dave Daucanski has 15 years experience in out of home advertising sales and sales management most recently at with Clear Channel Outdoor in Dallas and Florida and prior to that at All over Media and Lamar.  Insider talked with Daucanski about how out of home sales is changing.  You can reach Dave at davewpb@bellsouth.net. What concerns you about out of home? Next time you drive with passengers you will see at least 50% of the time they are viewing their mobile […]

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Messimer-Henley on Out of Home Cold Calling

By Andrea Messimer Henley What’s Wrong About Cold Calling: 30 cold calls in a day is unrealistic.  No one wants to do that and it’s unproductive.  Let’s be honest. You might get lucky, but it’s not fun. There is no plan most of the time It’s a check in the box to say I was there or I sent out a bunch of emails so you can put it on a report and turn in to your manager.  That’s why […]

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