Thanks to everyone who submitted their toughest OOH sales questions. I will continue to tackle the most common questions in the next few installments. Last week I reviewed how to compensate sales reps for selling digital. Today I talk about why one board costs more than another and what minimum […]
I’m running a series of columns in which I answer reader questions on sales. Last week I talked about selling long term versus selling short term. Today I talk about how to compensate sales reps for selling digital billboard advertising. How should I compensate my sales reps for selling Digital? […]
Thanks to everyone who submitted their toughest OOH Sales questions. I will answer the questions in my next few columns. A Billboard Insider reader asked: “How do I sell long-term versus short-term contracts?” Here are four principal elements: Always present all proposals as annual contracts. If an advertiser asks for […]
Thanks to everyone who submitted their toughest OOH sales questions. I will tackle the most common ones over the next few installments. Let’s start with the Number 1 question: “How do we keep competitors from undercutting our rates and stealing our business?” There isn’t a magic solution. Solving it requires […]
Sean Riley, CEO of Lamar, stated at the recent Wells Fargo Technology, Media, and Telecom Conference: “You have to sell in the period for the period to make the period.” Lamar is widely regarded as America’s most successful OOH company and one of the best in the world. However, as […]
A terrific first day at the IBO Fall Conference in Atlanta. Here are some key moments that caught our attention. Up To Something on Getting Good Creative Approved Showing good creative early raises the bar and clients’ expectations immediately. Show clients your good work before you talk about their billboard. […]
A Special “Thank you” to all who offered their insights into Monday’s Billboard Insider Account Executive Metrics Poll. The poll asked two of the biggest questions out of home operators have regarding the size of their sales teams. The overall answer requires much broader consideration. How many OOH sales reps […]
IBO Webinar: Selling More, Faster in Uncertain Times May 21, 2025 | 12:00 CST What if you could hit “pause” on your competitors’ prospecting efforts? Imagine a world where your rivals stopped challenging their clients, slowed their sales efforts, and sat back in hesitation. That’s not just a hypothetical—that’s […]
This is an opportunistic time to muscle build your local OOH sales organization. The two immediate prime areas of local OOH sales recruitment are local radio and local cable TV sales reps. The reasons these reps are so valuable are: Radio/cable TV have focused on developing local direct advertising business […]
Thank you to all OOH owners/managers who contributed their collective wisdom to our compensation survey. It was one of the biggest response rates Billboard Insider received from any survey. Feedback I received is that the survey is far too short and doesn’t dive deep enough into compensation challenges. That is […]
