On last week’s Billboard Insider podcast out of home sales expert Kevin Gephart talked about a must for sales meetings, how to coach sales reps effectively and whether the company off-site is worth it. Make reps present at sales meetings One of the best tools I’ve ever seen in preparing […]
On today’s Billboard Insider podcast, out of some sales expert Kevin Gephart answers reader questions on cold calls, sales compensation, finding a job after a layoff and how best to coach out of home sales reps. Some of the highlights. Is cold calling dead? No. If you want to sell […]
Fourth quarter total ad spend is 23% greater, on average, than the rest of the year. It’s a make-or-break time. Right now advertisers are tweaking their ad plans and sales strategies, evaluating whether or not they’ll meet their 2023 goals. It can be a “catch-up” time for your prospects and […]
What questions do you have about selling out of home or managing an out of home sales team. Email davewestburg@billboardinsider.com or use the comments form below. We’ll put the questions to out of home expert Kevin Gephart on our next Billboard Insider podcast. To receive a free morning newsletter […]
An offer to grow your OOH sales right now: Thanks to all who purchased and are now reaping the benefits of “The Ultimate OOH Sales Guide.” I can’t believe it’s been one year since we published. I am proud to say that in just one year, we have done three […]
Thanks to Sean Reilly (CEO, Lamar Advertising) for his recent comments at the JP Morgan Conference about the challenges of getting a rate increase in this current ad sales climate. This is one of the toughest challenges we face at any time. My strategies aren’t a “silver- bullet”, but a […]
Thanks to Kevin Gleason (CEO of Adams Outdoor) for his insights a couple weeks ago in BI about the importance of meeting out of home clients for face-to-face. They assure you will sell more OOH faster and get your increased share of the ad sales pie. You get far more […]
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. […]
