New South Outdoor founder Neil Bell talked with Billboard Insider about a sales rep training event which he is organizing. Neil, I hear you’re putting together a sales training event for out of home sales reps. Can you tell us more about it? Yes. I tend to get pulled in […]
“All politics are local” is an axiom that proves OOH is the most powerful media to drive political campaigns. Now is the time to pursue political candidates for the mid-term primary elections prior to and including the general election on November 8, 2022. Check your state’s Secretary of State website […]
By Kevin Gephart A reader asked me for some strategies to grow sales in 2022. I appreciate their understanding of 2022 sales not hinging on external forces, but rather on developing and executing their own plan. How to grow sales is a big question that can pivot on one astoundingly […]
Where can you find resources to help you sell out of home? Here are 8 tools to assist you in selling out of home. Visit the Sales Page of Billboard Insider. Lots of articles on how to sell out of home. And watch this space for further developments because […]
While you are proposing the ideas and elements of an advertisers’ OOH campaign, particularly to a new prospect, in the back of their mind their biggest concern is, “will I be satisfied?” You can alleviate fears and close the deal is by putting your service and fulfillment plan in a […]
By Kevin Gephart Part of being a good out of home sales rep is knowing when and how to turn up the heat on an account. Here’s a sequence of collection letters which does that in a thorough and direct way. AFTER 45 DAYS: Dear (client): Thank you very much […]
Highly effective sales meetings require critical management self-examination: a.) would you attend your sales meetings if it wasn’t required? b.) consultants determine everything they need to know about a sales team by attending a sales meeting, what does your sales meeting say? These meetings belong to your team, not you. […]
Most of your sales staff should be composed of generalists but having a couple of key specialists in advertiser categories can be very profitable. Newspapers have practiced this for years. Muscle-build your sales team with 1 to 3 key specialized sales reps. Strategically identify and target your top five advertiser […]
High performing out of home sales reps use all the sales tools at their disposal. One under-utilized tool is management involvement in the sales process. Including your manager in important presentations/sales calls isn’t a sign of weakness, rather the opposite; it demonstrates you are prepared, confident, and smart enough to […]
By Kevin Gephart My post on Handling Handling Collections During a Disrupted Market generated this question from a reader. I have a client that has had a perm’d billboard for a while. Because this past year was especially rough they have fallen behind in payments and their annual contract is […]
