Where can you find resources to help you sell out of home? Here are 8 tools to assist you in selling out of home. Visit the Sales Page of Billboard Insider. Lots of articles on how to sell out of home. And watch this space for further developments because […]
While you are proposing the ideas and elements of an advertisers’ OOH campaign, particularly to a new prospect, in the back of their mind their biggest concern is, “will I be satisfied?” You can alleviate fears and close the deal is by putting your service and fulfillment plan in a […]
By Kevin Gephart Part of being a good out of home sales rep is knowing when and how to turn up the heat on an account. Here’s a sequence of collection letters which does that in a thorough and direct way. AFTER 45 DAYS: Dear (client): Thank you very much […]
Highly effective sales meetings require critical management self-examination: a.) would you attend your sales meetings if it wasn’t required? b.) consultants determine everything they need to know about a sales team by attending a sales meeting, what does your sales meeting say? These meetings belong to your team, not you. […]
Most of your sales staff should be composed of generalists but having a couple of key specialists in advertiser categories can be very profitable. Newspapers have practiced this for years. Muscle-build your sales team with 1 to 3 key specialized sales reps. Strategically identify and target your top five advertiser […]
High performing out of home sales reps use all the sales tools at their disposal. One under-utilized tool is management involvement in the sales process. Including your manager in important presentations/sales calls isn’t a sign of weakness, rather the opposite; it demonstrates you are prepared, confident, and smart enough to […]
By Kevin Gephart My post on Handling Handling Collections During a Disrupted Market generated this question from a reader. I have a client that has had a perm’d billboard for a while. Because this past year was especially rough they have fallen behind in payments and their annual contract is […]
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 […]
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 […]
