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 […]
How comfortable are you, on a scale of 1 to 10, when a prospect tells you “Let me think it over?” If you answered anything other than a 1, there could be a problem. You may want to consider implementing the classic OOH Sales Mastery selling rule: “A decision not […]
Sydney, Australia – 8 August 2024 – Outbrite transforms digital screens into direct sales points with AI-powered advertising. “We’ve created an AI sales rep that lives in your screens, selling ad space to every person who walks by,” explains Mike Scruby, Outbrite CEO. “It lets anyone post ads as instantly […]
Last week we ran a Kevin Gephart column on Sales Rep Commissions for a New Digital Billboard. View Outdoor President Pete Schroeder comments that you need to be careful about adjusting sales commissions too much. “I have found it difficult to “adjust” commissions especially lowering them as sales ramp up. […]
It has been my experience, that great OOH sales reps are made, not born. Great talent is always nice, but it’s the day-in and day-out hard work that separates the good from the great. In my experience as a OOH sales leader, I look for, and develop 7 key skills […]
There is no one-size-fits all sales coaching model. There are only approaches that have been shown to be successful in particular situations. As the coach, you must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success. Here are five tips […]
Billboard Insider continues our conversation with out of home sales exec Charlie Callari. What’s the out of home sale that you are proudest of? Throughout my OOH career, I’ve had many sales I’ve been proud of. My first OOH sale in Chattanooga, TN….Ruth’s Chris Steakhouse. A 13-period annual sale in […]
A Billboard Insider reader asks, “My company is installing our very first digital. We are total neophytes in this industry. I’d like to gain some input on typical commission structures. Can you give some guidance?” Out of home sales expert Kevin Gephart says pay an 8-10% premium on base commission […]
Gerry Tabio has 35 years experience in helping media companies grow revenues. Last week the talked about the only 2 factors that contribute to reliable sales growth. Today he talks about the importance of bringing creative ideas to key accounts. You’ve noticed that top performers often have lots of small […]
Here is a reliable OOH selling principle: During any given sales meeting, the prospect should be mostly talking and the salesperson mostly listening. A general rule of thumb is that the prospect should be talking about 70% of the time. Typically, in most OOH sales meetings the opposite occurs. We […]
