Billboard Insider™

I’ve been running a series in which I answer OOH sales questions asked by Billboard Insider readers.  Last week I said to avoid short term sales plans.  Today I discuss whether it’s wise to bundle ad design, production and installation charges. Should I bundle ad design, production, and installation—or charge […]

Thanks to everyone who submitted their toughest OOH sales questions. I will continue to tackle the most common questions in the next few installments.  Last week I reviewed how to compensate sales reps for selling digital.  Today I talk about why one board costs more than another and what minimum […]

I’m running a series of columns in which I answer reader questions on sales.  Last week I talked about selling long term versus selling short term.  Today I talk about how to compensate sales reps for selling digital billboard advertising. How should I compensate my sales reps for selling Digital? […]

Thanks to everyone who submitted their toughest OOH Sales questions.  I will answer the questions in my next few columns.  A Billboard Insider reader asked: “How do I sell long-term versus short-term contracts?” Here are four principal elements: Always present all proposals as annual contracts. If an advertiser asks for […]

Thanks to everyone who submitted their toughest OOH sales questions. I will tackle the most common ones over the next few installments. Let’s start with the Number 1 question: “How do we keep competitors from undercutting our rates and stealing our business?” There isn’t a magic solution. Solving it requires […]