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 […]
Here are some excerpts from OOH Sales expert Kevin Gephart’s conversation with Chris Lytle who has trained sales professionals for 44 years. Last week Kevin and Chris discussed the importance of sales manager courtesy calls. Today they explain the importance of talking about the client’s business. Why a sales rep […]
Here are some excerpts from OOH Sales expert Kevin Gephart’s conversation with Chris Lytle who has trained sales professionals for 44 years. Last week Kevin and Chris discussed the OOH sales management trap. Today they explain the importance of sales manager courtesy calls. Kevin Gephart. Somebody had a comment after […]
Here are some excerpts from OOH Sales expert Kevin Gephart’s conversation with Chris Lytle who has trained sales professionals for 44 years. Last week Kevin and Chris explained what’s wrong with a sales manager carrying a book of business. Today Kevin and Chris discuss the sales management trap. Chris Lytle. […]
Billboard Insider sales columnist Kevin Gephart is running a series of conversations with Chris Lytle who has trained sales professionals for 44 years. Today Kevin and Chris discuss whether a sales manager should be a sales rep. What’s wrong with having a sales manager carry a book of business? Kevin […]
A reader asks, “Do you have any tips or best practices on how to get out in front of the political ad dollars…” Billboard Insider put the question out of home sale expert Kevin Gephart. WIN #1: Selling Political candidates and ballot issue referendum messaging. “All politics are local” is […]
Local media sales thought leader, Mike Anderson (ServeThePurpose.com), brings fresh thinking to the sales funnel. He asserts the stage before the “awareness” top of the funnel, is really a “precipitating event” something that triggers a need that didn’t exist earlier and focuses “awareness”. Examples of precipitating events are: rising interest […]
