“If you want to do something, you find a way. If you don’t want to do something, you find an excuse.” –Dawn Bauer The secret to “finding a way”? Painful/Demanding practice and hard work. As OOH sales professionals we should all be regularly committed to finding new business. However, most […]
In OOH sales, a company’s culture plays a pivotal role in shaping its success trajectory. As someone with years of experience in optimizing sales strategies, I’ve witnessed firsthand the significant impact of culture on sales performance. Whether your sales culture is driving your team toward unprecedented record setting performance or […]
Farmers most likely know little about the process for developing OOH selling opportunities. But, they do know quite a bit about the process for developing (growing) crops. And, the lessons we learn from the farmer can help us “grow” our OOH books of business. Let’s look at the farmer’s growing […]
Have you ever lost a deal because of a problem you could have dealt with earlier in the process but were afraid to do so? Created a unrealistic proposal because we didn’t know what they might be willing to invest? Didn’t realize that they would never agree to anything but […]
Go ahead, be honest, do you have any leadership blind spots that have slipped up on you over the years? Are you really leading your OOH team proactively or do you find yourself tending to “react” to whatever the day/week has in store for us? Blind spots can adversely affect […]
Have you ever built a proposal or recommendation around what you need to sell, rather than the prospects true needs? Maybe some rural faces we can bundle with other boards in town or on the interstate so we can get our occupancy up? Maybe a couple of flips on that […]
One of the mistakes that we see often with leaders of OOH sales teams is that they spend an inordinate amount of their time working with the team members that are not performing at an acceptable level. Sometimes spending as much as 75% of their time on the weakest performing […]
In OOH Sales Mastery, we teach and relentlessly reinforce a simple principle, an impossible-to-forget idea that carries massive implications for optimal revenue production: qualify hard, close easy. One of the big problems we see, though, is that people sometimes imagine they’re qualifying hard, but aren’t. Why not? Because they aren’t […]
Let me throw a couple of statistics at you that will blow your mind. According to a recent study conducted with hiring managers… 92% of hiring managers polled could not specifically describe what characteristics/attributes would be required for a new hire to be successful in the role they were hiring […]
Many of you know that we often get asked, “When you are training OOH salespeople, if you boiled it down in the simplest of terms, what are you teaching them?” That’s easy…we are teaching to not look, act or sound like every other salesperson. If you want to be treated […]
