I’ve written before about the importance of relevance in selling out of home. Several reps have asked me “how can I be relevant?”. Here are 6 ways to be relevant when selling out of home. Get in your prospect’s customer stream. Sign up for the customer’s website notices, get their […]
By Andrea Henley. I listed below the basic sales fundamentals, that I have gathered throughout my career in sales that proved to be successful and ironically, are also found in the famous Children’s Book, “ Green Eggs and Ham. By American Author, Dr. Seuss. Enjoy! Know your company & believe in your products […]
By Kevin Gephart In previous posts I’ve talked about prospecting via social media. Today I’ll talk about generating prospects via associations, Dun and Bradstreet and client referrals. Associations: Pros: They can lift your profile and add credibility especially as a new sales rep. If you are inexperienced, associations are a […]
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 […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he discussed the importance of being relevant to customers. Today he discusses prospecting. In order to sell out of home you need to figure out who you want to sell to. That’s […]
By Kevin Gephart Last week I wrote that persistence is the key to selling out of home. But relevance is important as well, because persistence without relevance is annoyance. We’ve lost sight of relevance through all the mass sales training and all the initiatives that come down from corporate. In […]
Kevin Gephart spent 35+ years selling advertising including 12 years at Clear Channel Outdoor in Minneapolis. Last week he talked about his proudest out of home sale. Today he talks about the importance of persistence. Billboard Insider reader Tom Giesken asks “what’s the most important thing to teach a new […]
Kevin Gephart recently retired from a 35 year career selling media advertising including 12 years at Clear Channel Outdoor in Minneapolis and 8 years at Clear Channel Radio. Clear Channel honored Kevin by putting him on a digital billboard in the Twin Cities (see picture). Kevin will write a column […]
Insider recently talked with Tracey Hess, the Sales Administrator at New South Outdoor, which has few account delinquencies, even post covid. Hess thinks delinquencies are low for three reasons. We don’t put collections on the sales people. I thing that makes for awkward relationships for them. If they end up […]
By Andrea Henley, Out of Home Media Veteran In my 20 plus years in OOH, I have never experienced anything like the COVID-19 Pandemic and neither has anyone else. Not the operators. Not the agencies, brands or businesses. Neither has the public. We are about to step into an […]
