By Kevin Gephart In previous posts I’ve talked about prospecting via social media. Today I’ll talk about generating prospects via associations, Dun and Bradstreet and client referrals. Associations: Pros: They can lift your profile and add credibility especially as a new sales rep. If you are inexperienced, associations are a […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he gave 3 tips for effective out of home prospecting. Today he’ll discuss how social media fits into out of home prospecting. Some of the ideas in this column require you to […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he discussed the importance of being relevant to customers. Today he discusses prospecting. In order to sell out of home you need to figure out who you want to sell to. That’s […]
By Kevin Gephart Last week I wrote that 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 the mass sales training and all the initiatives that come down from corporate. In […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he talked about his proudest out of home sale. Today he talks about the importance of persistence. Billboard Insider reader Tom Giesken asks “what’s the most important thing to teach a new […]
Kevin Gephart recently retired from a 35 year career selling media advertising including 12 years at Clear Channel Outdoor in Minneapolis and 8 years at Clear Channel Radio. Clear Channel honored Kevin by putting him on a digital billboard in the Twin Cities (see picture). Kevin will write a column […]
