Thanks to everyone who submitted their toughest OOH sales questions. I will continue to tackle the most common questions in the next few installments. Last week I reviewed how to compensate sales reps for selling digital. Today I talk about why one board costs more than another and what minimum […]
I’m running a series of columns in which I answer reader questions on sales. Last week I talked about selling long term versus selling short term. Today I talk about how to compensate sales reps for selling digital billboard advertising. How should I compensate my sales reps for selling Digital? […]
Thanks to everyone who submitted their toughest OOH Sales questions. I will answer the questions in my next few columns. A Billboard Insider reader asked: “How do I sell long-term versus short-term contracts?” Here are four principal elements: Always present all proposals as annual contracts. If an advertiser asks for […]
Thanks to everyone who submitted their toughest OOH sales questions. I will tackle the most common ones over the next few installments. Let’s start with the Number 1 question: “How do we keep competitors from undercutting our rates and stealing our business?” There isn’t a magic solution. Solving it requires […]
Yesterday we mentioned that Allison Outdoor’s Keith Horton is retiring after a 44 year out of home advertising career. We asked Keith what he’s learned about sales What have you learned about selling out-of-home over a 44-year career? I’ve always said: treat customers the way you want to be treated. […]
By Nick Coston Imagine if two weeks before the next OOH yearly conference all the salespeople at each of the attending companies stopped selling. No more new sales, no renewals, no customer services, no prospecting, no one-on-one attention. No contracts. What do you think the tone would be like? Or […]
A Special “Thank you” to all who offered their insights into Monday’s Billboard Insider Account Executive Metrics Poll. The poll asked two of the biggest questions out of home operators have regarding the size of their sales teams. The overall answer requires much broader consideration. How many OOH sales reps […]
Here are the results of the Billboard Insider/OOHSalesFaster poll on a reasonable annual sales goal and number of accounts for an out of home local account executive. Billboard Insider readers think a reasonable sales book for an out of home executive is $500,000 to $2 million. We expect that those […]
A Billboard Insider reader asks: My chief revenue officer and I were having a discussion this morning about if we need to add another AE. How is the ratio of faces to AE an indicator? Is it revenue per AE? That got me thinking if there was an industry rule […]
We’ve been running a series with Andy Rebuck who recently retired after a 40 year career in out of home. See Andy Rebuck’s Andy Rebuck’s tips for selling out of home and Andy Rebuck on billboard development. Today Andy talks about two sales wins. Tell us about two sales that […]
