Pete Hautem has 44 years experience selling out of home. We asked him for his thoughts on how design and sales are connected and said said this. Design the out of home first, when you’ve got a multi-media campaign Many years ago we always told creative directors I’ve you’re going […]
Last week I discussed the importance of sales call preparation. Today I identify 35 high gain sales questions you can use in your first meeting with a prospect. As you prepare questions for your initial call organize your note pad into three sections (use Post-it notes as tabs) General questions/notes […]
Experience is a great teacher but the tuition is too high. Sales managers expect you to get out and “sell something!”. I don’t know any sales manager who challenged someone to “get out and solve some problems. On an early sales call I was excited about selling. I wanted to […]
Thanks to Clayton Stark of Porlier Outdoor for asking about the best sources of prospects during the pandemic. These strategies work for any challenging economic time. For the Dot-com bubble/recession, the mortgage crisis/recession, the formula was the same. I believe in the Ying/Yang theory; a strength is a weakness, and […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he gave 3 tips for effective out of home prospecting. Today he’ll discuss how social media fits into out of home prospecting. Some of the ideas in this column require you to […]
Insider received many insightful responses to yesterday’s Sales Commissions post. Here are some emails we’ve receive. There are also great responses from people worth listening to (e.g. Jim Moravec and Billy Duke) in the comments section at the end of this article. An Out of Home Manager suggests commissions should […]
By Haleigh Powell, Huntington Outdoor Have you ever seen the movie “The Greatest Showman?” The entire movie is about a boy striving to become better and more in life. Throughout the movie, you watch as he gives up everything in life to achieve “success.” At the end of the movie, […]
Haleigh Powell, a client relations specialist at Huntington Outdoor, is writing a series of articles on how to thrive in sales at an independent out of home company. Today Haleigh talks about overcoming sales objections. Next week Haleigh will discuss how to improve your sales and work on your selling […]
By Andrea Messimer Are Cold Calls Dead? The short answer is No- If you throw enough things at the wall something will eventually stick or you will get lucky. Today, reaching prospects is harder than ever due to the fact there are so many channels. Here are the top 3 […]
Last week Insider wrote about how to get your first out of home advertising client. Today, out of home sales expert Andrea Messimer gives her thoughts on what to do after you’ve bought or erected your first billboard and need a client: #1 First step is to get professional […]
