“The main thing is to the keep the main thing the main thing” Stephen Covey We’ve been working extensively with OOH owners and senior executives for many years now. The majority will have increased their occupancy rates by 10, 15 percentage points, increased revenues on existing inventory 10, 20, 30% […]
Today, Out of Home Sales Expert, Kevin Gephart talks about how to pay and manage sales reps. Kevin how do you adjust a compensation plan for someone’s current book of business versus additional business? Because I have spent about one fifth of my career in management, and many more years […]
“I hated every minute of training, but I said, ‘Don’t quit. Suffer now and live the rest of your life as a champion.’” – Muhammad Ali To live your life as a champion OOH salesperson, you must go through the same training process as other top professionals whether they are […]
You lost your out of home sales job – now what? I can speak from experience because I’ve been fired twice in my career. I will tell you they were the two worst days in my professional life. If you’re feeling at the bottom of the barrel on this day, […]
As an OOH sales professional, your tasks often fall into two distinct categories: those you enjoy and those you’d rather avoid. While the enjoyable tasks get checked off quickly, the less appealing ones can be easily postponed, leading to classic procrastination. So, how can you rise above this habit and […]
Enhancing the efficacy of your OOH sales team often requires more than just overseeing from the office. When you accompany them on sales calls, you’re presented with an invaluable opportunity to see their skills and challenges in real-time. This firsthand insight often reveals a more nuanced view than what’s relayed […]
On last week’s Billboard Insider podcast out of home sales expert Kevin Gephart talked about a must for sales meetings, how to coach sales reps effectively and whether the company off-site is worth it. Make reps present at sales meetings One of the best tools I’ve ever seen in preparing […]
Professional salespeople are focused on being solutions providers. To do so they must excel at gathering information from the prospect to determine if leasing land to us for a structure or if outdoor advertising would in fact be a good fit for their business. Executed properly a professional sales call […]
In my 50+ years of sales, I’ve witnessed all kinds of sales techniques imaginable. Pretty sure I’ve also used most of those techniques. Most of them don’t work! Here’s what works. A first impression. Yep. You have one chance and one chance only to make a first impression. If you […]
On today’s Billboard Insider podcast, out of some sales expert Kevin Gephart answers reader questions on cold calls, sales compensation, finding a job after a layoff and how best to coach out of home sales reps. Some of the highlights. Is cold calling dead? No. If you want to sell […]
