Tag: sales

Kevin Gleason on the Importance of Meeting Out of Home Clients Face to Face

Last week Billboard Insider asked Adams Outdoor CEO Kevin Gleason what’s on his mind and he said this: It’s been an interesting journey over the past few years navigating through the impact of the Covid crisis. But the OOH industry is amazingly resilient and has emerged from this challenging environment […]

The Biggest Objection to Selling Billboard Ads and How to Overcome It

I was curious to face off against ChatGPT’s artificial intelligence to see if, in fact, a billboard sales consultant can be replaced by an algorithm.  I asked ChatGPT: “What is the biggest objection to selling billboard ads and how do you overcome it?”  Here are two answers, one written by […]

Charlie Mizer on Out of Home Sales

Charlie Mizer recently joined Sandler Chattanooga to assist the company with the growth of the Outdoor Sales Mastery class.  The program has grown to include nearly 50 outdoor companies and their sales teams from all over the country.  In order to serve those clients and continue to be responsive to […]

Kevin Gephart talks 5 Big Changes in Local Out of Home and Radio Sales

One of the most influential people in my sales career was Chris Lytle, a trainer/educator/mentor (InstantSalesTraining.com). Chris is a world class resource who primarily serves the radio industry. He has always given me remarkable insights, strategies, and ideas on how to sell more faster.  I was unbelievably honored to be […]

Kevin Gephart’s Hot 2nd Quarter Out of Home Advertising Categories

This week focus on new business development for the second quarter.  Don’t waste valuable, limited sales time pursuing new business with too short of a sales cycle.  It’s unfortunate that management (for their own purposes) sometimes wants reps to chase sales too close to the week that they are going […]

Why You Shouldn’t Put Prices in a Ride Sheet

Almost two-thirds of our readers omit prices in a ride sheet.  On Tuesday Billboard Insider published comments from several readers in favor of posting prices. A midwest out of home executive explains the case for not putting prices in ridesheets. I saw your article yesterday about rate cards and voted […]

Do You Include Prices in Ride Sheets?

A reader asks: I have a question when it comes to ride sheets.  Should you have your prices in them or not?  If so what are the advantages and disadvantages?  Do most operators have prices on ride sheets? Billboard Insider’s company, Circle City Outdoor, puts prices in our ride sheets. […]

OOH Founders Journey: Sales is a Problem, a Solution and Ears

Billboard Insider is running a series in which Arthur Outdoor’s James Douglas talks about starting, running, and selling an out-of-home company.  In his last column, James talked  about building signs.  Today he talks about selling out of home. To succeed in sales you need to be able to handle rejection. I have […]