When a prospect gives us a “no” it is always simply “no” for now. It means OOH sales reps must maintain persistent, relevant, creative contact with prospects. By focusing, reps can avoid drowning in hundreds of prospects. Strategic Prospect Management is based on the principle that not all prospects are […]
Two reader comments on my column titled How Radio Tries to Take Down Billboard Recruitment Ads. A Billboard Insider reader says technology has hurt the radio industry. With services like Spotify and Xm satellite streaming services being available on many car stereos that are standard issue on new vehicles and […]
Radio industry publication, Radio Ink, on Aug 14, 2024, published this from Chris Stonick a 30-year Radio Recruiting Ad Consultant: Want to destroy the idea of billboard recruitment? Me too, so I do it all the time. According to billboard experts, you should have no more than seven words on […]
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. […]
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 […]
According to The Harvard Business School the two essential traits for successful salespeople are empathy and ego drive. Ego drive defined as: Persuasion: The need to convince someone to see things your way and feel satisfied about doing so Self-improvement: The desire to prove oneself better than others Motivation: The determination to succeed, […]
Billboard Insider’s Dave Westburg moderated the Independent Media Company Panel at the 2024 OOH Media Conference earlier this month. He invited audience members to text questions they’d like panelists to answer. There were many sales-related questions which the panel didn’t have time to address so we put the questions to […]
Billboard Insider’s Dave Westburg moderated an Independent Media Company Panel at the 2024 OOH Media Conference earlier this month. He invited audience members to text questions they’d like panelists to answer. There were many sales-related questions which the panel didn’t have time to address so we put the questions to […]
Anna Bager on why the just released MRC standards are a great thing for out of home In a recent Mediapost survey of advertisers and agencies, 87% said MRC accreditation was important to their measurement data. ANA + 4A’s are big supporters as well. This was a moment we […]
For Q3 determine if you are on track to make your sales budget. A key to selling more 00H faster is planning for a sufficient prospecting/sales cycle. Don’t waste valuable, limited sales time pursuing new business with too short of a sales cycle. It’s unfortunate that management (for their own […]
