Registration is now open for the 2025 OOH Sales Academy! This training gives your reps a competitive advantage when selling out of home advertising. It is backed by 38+ years of proven training and experience and is now more interactive than ever. It will build skill, confidence, and product belief […]
To sell more OOH faster we must understand what buyers, in this case professional buyers, want from sales reps. I interviewed Ali Broback, Chief Client Officer, Partner at ODN, and Matt B0rders VP of Media, at ODN to determine the things they wish OOH sales reps knew. Last week they […]
To sell more OOH faster we must know what buyers, in this case professional buyers, want from sales reps. I interviewed Ali Broback, Chief Client Officer, Partner at ODN, and Matt Broder, VP of Media, at ODN to uncover the things they want OOH sales reps to know. Kevin: What […]
Kris Lindahl, a popular local realtor (krislindahl.com/) who is known for his ubiquitous billboard presence all across southern Minnesota, is currently running a TV campaign on WCCO-TV, the CBS affiliate in the Minneapolis /St Paul DMA. The ad is simply a full screen shot of his billboard with absolutely no […]
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, […]
