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 […]
Looking to search for the bestselling OOH sales book? Here is what you will find. The Ultimate OOH Sales Guide is available in soft back! We just received our new printing. If you are interested in a soft cover copy, send an email to info@billboardinsider.com and provide the following information. We will […]
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 […]
What questions do you have about out of home sales? Use the comment box below or email davewestburg@billboardinsider.com. We’ll run a series in which out of home sales expert Kevin Gephart answers your questions. Kevin spent 37+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. He […]
Yesterday we mentioned that Allison Outdoor’s Keith Horton is retiring after a 44 year out of home advertising career. We asked Keith what he’s learned about sales What have you learned about selling out-of-home over a 44-year career? I’ve always said: treat customers the way you want to be treated. […]
Out of Home CFO Matt Siegel said this about legal advertising earlier this month at the B of A Leveraged Finance Conference: “It’s large and fast growing…I think everyone has seen…Morgan and Morgan and other…competitors. That’s been big and we can expect to continue to see that growing across the […]
By Nick Coston Imagine if two weeks before the next OOH yearly conference all the salespeople at each of the attending companies stopped selling. No more new sales, no renewals, no customer services, no prospecting, no one-on-one attention. No contracts. What do you think the tone would be like? Or […]
Sean Riley, CEO of Lamar, stated at the recent Wells Fargo Technology, Media, and Telecom Conference: “You have to sell in the period for the period to make the period.” Lamar is widely regarded as America’s most successful OOH company and one of the best in the world. However, as […]
By Nick Coston Just this week I received an email blast from the kind peeps at OAAA, titled “The 10B 2026 Election: Capturing Political Ad Dollars with OOH”. In fact, they are running a webinar on the subject matter on December 9th discussing just this. It’s a terrific idea to […]
By Britt McConnell, Digital Sales Director, Formetco In the fast-moving world of Out of Home (OOH), product innovation matters—but long-term success is built on something deeper: trust, relationships, and a team that shows up when it counts. At Formetco, we’ve spent decades earning that trust. It’s why many of our […]
