Are you going to be at the IBO convention in Charlotte this week? Billboard Insider’s Dave Westburg will be attending and moderating a panel. He will bring a limited number of copies of The Ultimate Out of Home Sales Guide to the convention. So look for Dave early and let […]
Every out of home executive or investor should watch the Clear Channel Outdoor Investor Day presentation. It delivers rare insights into one of the country‘s largest out of home companies. Today I’ll discuss what Clear Channel Outdoor Americas Chief Revenue Officer Bob McCuin said during his 20 minute talk which […]
All of us in sales have heard seminar type training pitches, have participated in sales strategy sessions, and been lectured ad nauseam about the correct and effective way to present your product/services, deflect objectives, create a desire/need, and pretty much every other strategy involving effective sales principles. All those “tips” are […]
We are sold out on our first printing of The Ultimate Out of Home Sales Guide. Thanks to all of you who have purchased a copy. We still have a few copies available from our second batch of books. Interested in getting a copy? Order Your Copy of The […]
Defining creativity for the purpose of selling OOH is the ability to generate ideas. These thoughts are adapted from a breakthrough book A Technique for Producing Ideas by James Webb Young. To paraphrase, we aren’t selling OOH space, we are selling ideas. Producing ideas is a very specific process based […]
From Jennifer Sloane, Sloane Law Office As I work on closing another purchase agreement for a client, where it was discovered in due diligence that the seller failed to pay applicable sales taxes during its ownership of the assets, I am compelled to write this article in an effort to […]
Persistence is the key to selling out-of-home. But relevance is important as well, because persistence without relevance is annoyance. We’ve lost sight of relevance through all of the mass sales training and all the initiatives that come down from corporate. In my office we would have to take an actual […]
A reader asks what % of uncollected receivables is normal for an out of home company. Bad debts (e.g. an uncollectible account receivable) should be minimal at your out of home company because you can require payment within 30 days or you’ll take an ad down. You can also require […]
The IBO held an online webinar earlier this month hosted by Beck Smith with special guest, Kevin Gephart. If you did not get a chance to sign up for the class, we wanted to provide a video of the discussion below. Having sales mentors, like Kevin Gephart, to help us […]
WARC has released updated global ad spend projections. It forecasts that global out of home ad spending will grow 10% in 2022 and 5% in 2023. 24 August 2022: Global advertising spend is on course to rise by 8.3% – or $67.3bn – to $880.9bn this year, finds WARC, lifted by […]
