Prospecting in sales is about two things: skill and consistency. The best OOH sales professionals know that even when business is thriving, they need to stay disciplined in their prospecting efforts to keep the pipeline full. Here are five essential techniques to help you attract high-quality prospects. Proven Prospecting Techniques […]
If you’ve ever found yourself in a sales slump, you know it can feel less like a “slump” and more like a deep, dark pit. We’ve all been there—your numbers aren’t where you want them to be, and you feel stuck. The worst part? That feeling of shame that creeps […]
Selling OOH advertising has always been a challenge. But in today’s world, with the pace of change and the overload of information, some aspects have never been easier—yet others have never been more complicated. Imagine explaining to an OOH salesperson from the 1980s how much information we can gather today […]
In facilitating an OOH Sales Mastery session this week with some very new clients from across the country, we were discussing the various unique value propositions that each of them felt that OOH in general and more specifically their company provided to their customers. Opening the session, the question was […]
It’s hard to believe but here we are, 3 weeks away from the 4th quarter of the year. It’s do or die time team! If we don’t make it happen NOW, then we are just going to have to be satisfied with the results we’ve gotten. Are you? Or do […]
In the world of OOH sales, there’s one straightforward, yet powerful question that, when used consistently, can significantly improve your close ratio, shorten your sales cycle, and strengthen your relationship with potential advertisers. And yet OOH salespeople hardly ever ask this question. We’ll get to that question in a moment. […]
When working with our OOH owners and leaders, the topic can often center around how they are investing their time. Are they expending their efforts doing things that others in the organization are perfectly capable of doing? If they weren’t doing those things, it would give the leader the opportunity […]
Effectively onboarding new employees is one of the most important things you can do in order to increase the odds of a successful jumpstart of a new hire. Yet it is usually low on the priority list. Most OOH leaders spend a large amount of time, effort, and energy looking […]
Is it important to have a proven systematic, step by step system to apply in my sales process with OOH prospects? Of course it is, but only if you want to have a MUCH higher closing ratio than you currently have! However, the best OOH selling system in the world […]
There is a concept I have talked about in a prior OOH blog post that is a very simple yet highly effective account management tool for keeping salespeople focused on what their priorities should be while working their entire book of business. It is called the KARE model, which is […]
