When a prospect gives us a “no” it is always simply “no” for now. It means OOH sales reps must maintain persistent, relevant, creative contact with prospects. By focusing, reps can avoid drowning in hundreds of prospects. Strategic Prospect Management is based on the principle that not all prospects are […]
In facilitating an OOH Sales Mastery session this week with some very new clients from across the country, we were discussing the various unique value propositions that each of them felt that OOH in general and more specifically their company provided to their customers. Opening the session, the question was […]
As Out-of-Home (OOH) sales reps, the 4th quarter presents a unique opportunity. Many businesses are looking to spend their remaining ad budgets before the year ends, and OOH can be a powerful channel for them to do so. But identifying which companies have money left and are looking to spend […]
It’s hard to believe but here we are, 3 weeks away from the 4th quarter of the year. It’s do or die time team! If we don’t make it happen NOW, then we are just going to have to be satisfied with the results we’ve gotten. Are you? Or do […]
Without a doubt, the fourth quarter is a critical period for any billboard sales rep. As the year draws to a close, there’s often a final push to meet or exceed annual targets. It’s also a time when many businesses finalize their advertising budgets for the upcoming year, making it […]
Two reader comments on my column titled How Radio Tries to Take Down Billboard Recruitment Ads. A Billboard Insider reader says technology has hurt the radio industry. With services like Spotify and Xm satellite streaming services being available on many car stereos that are standard issue on new vehicles and […]
Radio industry publication, Radio Ink, on Aug 14, 2024, published this from Chris Stonick a 30-year Radio Recruiting Ad Consultant: Want to destroy the idea of billboard recruitment? Me too, so I do it all the time. According to billboard experts, you should have no more than seven words on […]
In the world of OOH sales, there’s one straightforward, yet powerful question that, when used consistently, can significantly improve your close ratio, shorten your sales cycle, and strengthen your relationship with potential advertisers. And yet OOH salespeople hardly ever ask this question. We’ll get to that question in a moment. […]
Retaining and growing your most valuable clients hinges on more than just delivering impressive results; it’s about delivering success on the customer’s terms. Central to this strategy is the cultivation of high-level client executive relationships, where value—defined from the client’s perspective—is at the heart of every interaction. To foster and […]
What’s the most important question that OOH sales reps don’t ask? I’ve coached and led many account executives over the years. And by far, there is one question that AE’s do not ask on a regular basis. “Mr. or Mrs. customer, what business owners do you know, that would also […]
