As we approach mid-year, assess your sales pacing to determine if you are on track to make your sales budget. A key to selling more 00H faster is to plan for a sufficient prospecting/sales cycle. Don’t waste valuable, limited sales time pursuing new business with too short of a sales […]
Annual advertiser contracts are renewed 52 weeks a year. I am surprised by the number of OOH sales reps who wait to engage annual advertisers until just a month or two prior to renewal. Annual advertisers require (at minimum) active servicing every 4 to 5 weeks. Using “checking in” as […]
Yesterday I ran two answers to the question “What is the biggest objection to selling billboard ads and how to overcome it.” One answer was generated by me and one answer was generated by ChatbotGPT. Two-thirds of Billboard Insider’s readers correctly guessed that Answer A was mine. Questions or comments. […]
I was curious to face off against ChatGPT’s artificial intelligence to see if, in fact, a billboard sales consultant can be replaced by an algorithm. I asked ChatGPT: “What is the biggest objection to selling billboard ads and how do you overcome it?” Here are two answers, one written by […]
Chris Lytle (InstantSalesTraining.com) is one the most influential people in my career. He is a world class trainer/educator/mentor, primarily serving the radio industry. Over the years he has given me remarkable insights, strategies, and ideas on how to sell faster. On a visit with Chris, I reviewed 5 big changes […]
One of the most influential people in my sales career was Chris Lytle, a trainer/educator/mentor (InstantSalesTraining.com). Chris is a world class resource who primarily serves the radio industry. He has always given me remarkable insights, strategies, and ideas on how to sell more faster. I was unbelievably honored to be […]
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 […]
