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 […]
By Kevin Gephart (I hope any sales rep readers will forgive me if I put on my management hat. I spent over a third of my career in management.) Any compensation plan that disadvantages either party will eventually disadvantage both parties. I’ve resigned from a number of rep positions because […]
Borrell Associates’ latest Local Advertiser Survey, which was fielded from April – June 2021, was recently released and contains valuable insights for OOH. The profile of Borrell Associates’ 2,811 respondents included: 79% small or medium size businesses 60% in business for over 20 years 83% independent businesses Top five individual […]
Momentum Continues to Build in OOH Transit Earlier this month, OAAA hosted a panel of OOH transit media experts to discuss innovation, opportunities, and trends in the recovering marketplace. Just-released OOH second quarter 2021 revenue underscores the momentum of the Transit category as it jumped 20 percent compared to […]
By Kevin Gephart Begin the renewal no later than 100 days before the end of the contract. It allows time for the process and, if need be, puts the unit(s) back in inventory no later than 60 days before the end of the contract. Always service as though the client […]
By Kevin Gephart Your renewal window starts now! How you execute your new OOH sale will competition-proof, and either secure or hinder, your renewal. Every client, in the back of their mind, wonders if the program will go off as planned. Build confidence by providing them a critical path which […]
Closing a sale isn’t a magical recipe of words/phrases; it is a strategic conclusion to a specific process. Identify the decision-maker, ask good questions, design an intelligent solution, use spec creative, include a service contract, display a concise summary page and the close should be natural. State in your proposal […]
Yesterday Adquick co-founder Connor Burden discussed how to make effective out of home recruiting ads. Today he talks about attribution and the time and place for QR codes. Okay, let’s talk attribution – can you break down what this looks like in action? The foundation of OOH attribution is OOH […]
