Sales

OOH Leadership: Creating Muscle Memory

Role play is one of the most important things that you could do as an OOH sales leader. Why? It makes you strong, but it also creates muscle memory for your team. Here’s what happens when we don’t role play. We tell people what to change in their sales process. […]

OOH Sales: Creating Your Recipe for Success in 2024

Earlier this spring we talked about the value of having a strategic plan for how you are going about managing your OOH book of business or in other words, your account list.  Making sure to break down that account list into 4 strategic “buckets” each requiring distinct approaches to maximize […]

Evolve or Die: Adapting OOH Sales to the Digital Age

The adage “change is the only constant” has never been truer for the outdoor advertising industry than it is today. With traditional sales approaches like cold calling becoming relics of the past, our focus has now pivoted to embracing cutting-edge platforms and technologies. In this new era, social media platforms, […]

Kevin Gephart on Why People Buy DOOH

This is the second part of a series by out of home sales expert Kevin Gephart on how to sell digital out of home.  Two weeks ago Kevin talked about the unique benefits of digital out of home.  Today he talks about why people buy digital out of home. Why […]

OOH Leadership: Focus on Managing Behavior, Not Just Results

In our ongoing collaboration with over 50 OOH client companies, we’re currently immersed in the annual goal-setting process. Why, you ask? Because they are gearing up for a successful 2024, and they understand that achieving this success requires each individual to set meaningful goals, fostering a sense of urgency to […]

U.S. OOH Advertising Revenue Increases By 1.1% in Q3

Digital OOH Accounts for Nearly One Third of Sales In Q3, Up 6.8% From A Year Ago   November 16, 2023 (Washington, D.C.) – Out of home (OOH) advertising revenue increased 1.1% in the third quarter of 2023 compared to the previous year, accounting for $1.96 billion, based on the […]

A Comp Plan that Hurts One Party Eventually Hurts Both Parties

Having 37+ years in media sales for 2 of the largest media companies as well as small market media companies, and a third of my career was in management, gives me insights about rep compensation both from the rep side and the management perspective Money is just one motivator. Understand […]

Kevin Gephart on Unique Benefits of Digital Out of Home

Billboard Insider is running a series by out of home sales expert Kevin Gephart on how to sell digital out of home.  Today Kevin talks about how digital out of home is unique. Why DOOH is unique Roadside digital billboards are as old now as TV was in 1972.  What’s […]

How Do You Pay Out of Home Sales Reps?

Billboard Insider received three queries over the past week asking about how to compensate sales reps.  Some introductory thoughts. An industry rule of thumb says that a small out of home company should pay sales reps no more than 20% of collections.  This should be thought of as the upper […]