This week focus on new business development for the second quarter. 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 purposes) sometimes wants reps to chase sales too close to the week that they are going […]
Last fall I was honored to do a webinar for IBO, during which two important questions were posed: How do you handle competitors who are lowering their rates in a recession? Don’t make it an either/or conversation. Show the advantages of buying your board AND your competitors board with an […]
Asset management giant, BlackRock, wrote in its 2023 Global Outlook report that a recession is “foretold.” In December, JPMorgan Chase CEO Jamie Dimon reiterated a prediction that a recession is coming in 2023. I don’t want to be alarmist. I do want to help you sell more faster by proactively arming […]
Top OOH salespeople learn lessons from the past in order to propel their future. A good reason to learn about past recession case studies is to understand how they have shaped the ad world we see today. Detailed local advertising case studies are impossible to find therefore we need to […]
Ask both your clients and prospects: “If we slide into a recession, how will it affect your business.” The answer well likely be: “I will have to do more with less.” That’s what a recession could force on us. We must explain out of home is the Do-More-With-Less medium. Explain […]
Why this topic is important. A bold thought from Tony Robbins: “Winners anticipate, others are doomed to “re-act”. Your job as an out of home sales rep is to be the very best businessperson you can be that just happens to sell out of home. Be a sustaining resource for […]
Billboard Insider is taking tomorrow off for Thanksgiving. We have lots to be thankful for: To Outfront Media Real Estate Rep Shelli Bergren for being Billboard Insider’s first newsletter subscriber. To Huntington Billboards Kayla Stewart for being Billboard Insider’s most recent and 3,241st newsletter subscriber. To Anna Bager and the […]
Typically, the first six weeks of every new year represents a sales slump for most OOH sales makers/companies. It’s believed to be due to client spending being down during those weeks. However, The Radio Advertising Bureau Statistics dispute that. They show overall client spending during January to be on par […]
Just like the pumpkin spice lattes, contract renewal time is here. Begin the conversation with your client no later than 90 days before the end of the contract, allowing time for the process and, if need be, time to get the unit(s) back in inventory. Clients make up their mind […]
Every out of home executive or investor should watch the Clear Channel Outdoor Investor Day presentation. It delivers rare insights into one of the country‘s largest out of home companies. Today I’ll discuss what Clear Channel Outdoor Americas Chief Revenue Officer Bob McCuin said during his 20 minute talk which […]
