A reader asks how big a book should an out of home sales rep have? Billboard Insider put the question to out of home sales expert Kevin Gephart and he said this. Good question, I think it varies enormously. When I was at Clear Channel Minneapolis/Saint Paul, market rank 16, we […]
Happy New Year! As we step into 2024, the notion of commitment echoes through the famous words of Yoda from “The Empire Strikes Back”: “Do. Or do not. There is no try.” While I may not be a Star Wars enthusiast, this particular line resonates universally. Saying “I’ll try” often […]
In the spirit of the season, treat yourself to a valuable gift this Christmas – the knowledge of when to gracefully “close the file” on a prospect. We like to have a very full, robust pipeline of prospects. It makes us feel good about ourselves and the job we are […]
Role play is one of the most important things that you could do as an OOH sales leader. Why? It makes you strong, but it also creates muscle memory for your team. Here’s what happens when we don’t role play. We tell people what to change in their sales process. […]
Earlier this spring we talked about the value of having a strategic plan for how you are going about managing your OOH book of business or in other words, your account list. Making sure to break down that account list into 4 strategic “buckets” each requiring distinct approaches to maximize […]
The adage “change is the only constant” has never been truer for the outdoor advertising industry than it is today. With traditional sales approaches like cold calling becoming relics of the past, our focus has now pivoted to embracing cutting-edge platforms and technologies. In this new era, social media platforms, […]
This is the second part of a series by out of home sales expert Kevin Gephart on how to sell digital out of home. Two weeks ago Kevin talked about the unique benefits of digital out of home. Today he talks about why people buy digital out of home. Why […]
In our ongoing collaboration with over 50 OOH client companies, we’re currently immersed in the annual goal-setting process. Why, you ask? Because they are gearing up for a successful 2024, and they understand that achieving this success requires each individual to set meaningful goals, fostering a sense of urgency to […]
Digital OOH Accounts for Nearly One Third of Sales In Q3, Up 6.8% From A Year Ago November 16, 2023 (Washington, D.C.) – Out of home (OOH) advertising revenue increased 1.1% in the third quarter of 2023 compared to the previous year, accounting for $1.96 billion, based on the […]
Having 37+ years in media sales for 2 of the largest media companies as well as small market media companies, and a third of my career was in management, gives me insights about rep compensation both from the rep side and the management perspective Money is just one motivator. Understand […]
