By Kevin Gephart Part of being a good out of home sales rep is knowing when and how to turn up the heat on an account. Here’s a sequence of collection letters which does that in a thorough and direct way. AFTER 45 DAYS: Dear (client): Thank you very much […]
Highly effective sales meetings require critical management self-examination: a.) would you attend your sales meetings if it wasn’t required? b.) consultants determine everything they need to know about a sales team by attending a sales meeting, what does your sales meeting say? These meetings belong to your team, not you. […]
By James Munnerlynn, President and Co-Founder, Blip Billboards Apple released the much-anticipated iOS 15 in September, and with it came a number of user privacy features. Although advertising and marketing professionals and even the platforms – including Facebook and Instagram – are concerned about how this will impact their long-standing digital ad […]
Most of your sales staff should be composed of generalists but having a couple of key specialists in advertiser categories can be very profitable. Newspapers have practiced this for years. Muscle-build your sales team with 1 to 3 key specialized sales reps. Strategically identify and target your top five advertiser […]
The 2021 holiday retail season presents enormous opportunity for retailers, especially as they look to make up ground lost in the pandemic. Consumer mobility is at or near COVID-era highs, and OOH has a unique position to engage consumers when they are most likely to act – at or near […]
High performing out of home sales reps use all the sales tools at their disposal. One under-utilized tool is management involvement in the sales process. Including your manager in important presentations/sales calls isn’t a sign of weakness, rather the opposite; it demonstrates you are prepared, confident, and smart enough to […]
By Kevin Gephart My post on Handling Handling Collections During a Disrupted Market generated this question from a reader. I have a client that has had a perm’d billboard for a while. Because this past year was especially rough they have fallen behind in payments and their annual contract is […]
Here are my thoughts for maximizing collections during a recession or a disrupted market (e.g. covid). If, as a sales rep, you are subject to a commission/compensation charge-back for uncollectible accounts, take full responsibility for the process/outcome. Companies provide business office support for collections but when your compensation at stake […]
By Kevin Gephart Assuming you have diversity of personality-types within your sales department, make a formal determination of which rep fits into which of the four basic personality types: drivers, expressives, amiables, or analyticals. (If you’d like more info on these personality types, send me an email). Understand which category […]
Last week’s Sales Tip focused on local advertisers’ sentiment, so this week’s follow up is Borrell’s Local Advertising Agency Survey, which was also fielded from April – June 2021. The key takeaways from Borrell’s Local Agency Survey include: In choosing a media company, agencies place highest value on one that […]
