Yesterday Jonathan Graviss reflected on 28 years working in out of home. Today he identifies 3 traits of great out of home sales reps. What’s the key to effective out of home selling? Ten or twelve years ago, a group of my sales manager friends across several companies had a […]
Local media sales thought leader, Mike Anderson (ServeThePurpose.com), brings fresh thinking to the sales funnel. He asserts the stage before the “awareness” top of the funnel, is really a “precipitating event” something that triggers a need that didn’t exist earlier and focuses “awareness”. Examples of precipitating events are: rising interest […]
We’ve all been there, you’ve done everything you possibly can, your techniques have been right on target, but your prospect still won’t buy. I was talking the other day with one of our long time OHH clients, great sales guy, very experienced. He was telling me about a long-time client […]
As the new year unfolds, OOH sales organizations often find themselves at the crossroads of change, facing new challenges, new opportunities. Embracing these changes, salespeople must adapt and evolve, turning challenges into opportunities for growth and success. In the face of change, many OOH sales professionals tend to resist, opting […]
Yesterday Billboard Insider presented four reasons to consider adding an outside equity partner. Today we talk about three traits to look for in a private equity partner: industry expertise; candor; and rapport. Industry Expertise Time is your most precious resource. You don’t want to have to spend time educating a […]
Over the years I have posed a pivotal question literally thousands of times to OOH professionals: Is selling merely about telling? Unfortunately more than you might guess responded that they believed that it was. Often, when people find themselves in a selling situation, they believe they should educate the prospect […]
Insider learned that Chris Cowlbeck, IBO USA CVO was attending the MediaPost Political conference and had a few questions as the season unfolds. There’s also an IBO webinar Thursday that will touch on this at 1pm CST. If you’re an independent and like to attend, send an email to Becky […]
The Success Triangle is a proven formula for OOH sales success – and a proven formula for every other kind of success. OOH sales leaders, and all leaders, can benefit from learning about this model and implementing it with their teams. So, what is it? Those three corners on the […]
It is impossible to maximize success without focus. Expecting sales managers to also carry an account list dilutes their focus. You can’t be a good sales manager AND a competent salesperson at the same time. A sales department of four or more sales reps requires a full-time, dedicated sales manager […]
A majority of Billboard Insider readers think an out of home sales manager shouldn’t have any accounts. Some readers said there are exceptions… An out of home sales manager has keep some accounts so you don’t forget what it’s like to deal with customers. An out of home executive saysI […]
