All of us in sales have heard seminar type training pitches, have participated in sales strategy sessions, and been lectured ad nauseam about the correct and effective way to present your product/services, deflect objectives, create a desire/need, and pretty much every other strategy involving effective sales principles. All those “tips” are […]
By Kevin Gephart A big “thank you” to the 78+ who participated in the IBOUSA “Making OOH Sales Faster During a Recession” webinar last week. It was a big success! A very good question was asked after the session: “What do you say to a client when they ask how […]
Dan Nausley did an excellent job in stressing the importance of partnering with a top notch sales training group who can provide ongoing training/coaching and reinforcement to your sales team. Insider heard from two readers reinforcing this school of thought. Patrick O’Donnell, President of YESCO Outdoor Media had this to […]
Gifts can build rapport with clients but you need to know your client before you give a gift. Some companies don’t permit employees to receive gifts. Some companies limit gifts to a certain dollar amount. You also need to make sure your gift is appropriate. Here’s a story about the […]
New South Outdoor founder Neil Bell talked with Billboard Insider about a sales rep training event which he is organizing. Neil, I hear you’re putting together a sales training event for out of home sales reps. Can you tell us more about it? Yes. I tend to get pulled in […]
By Steve Nicklin, SVP Marketing and Analytics, OAAA With the NFL playoffs picture now decided, there’s building anticipation about Super Bowl LVI on February 13. Most advertising professionals know that the Super Bowl is the most expensive media platform available, and this year’s thirty-second spots are projected to hit a […]
Christine Lanziano operates Digital Outdoor Advertising, a women owned business which secures national advertising for independent billboard companies. Billboard Insider talked with Christine last week. How did you get in the out of home business? Like almost everyone else in this crazy industry, my entry into the outdoor business was pure serendipity. […]
Last week Dan Nausley talked about why the out of home industry needs to adapt. Today he discusses the mistakes sales reps make when selling out of home. Dan, you operate the OOH Sales Mastery Class. What are some mistakes which out of home sales reps make? Often they are […]
An out of home executive agrees with our post suggesting that out of home sales commissions should be paid on collections and not on billings: “Paying based upon sales and not collections is a slippery slope. As you noted, when you are negotiating with a potential client, collecting or their […]
By Kevin Gephart A reader asked me for some strategies to grow sales in 2022. I appreciate their understanding of 2022 sales not hinging on external forces, but rather on developing and executing their own plan. How to grow sales is a big question that can pivot on one astoundingly […]
