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Posts tagged ad sales tips

23
Mar
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Meet these 4 Needs to Clinch Ad Sales

posted on March 23, 2016 / 0 Comments

Every client is different. They come from different industries, company cultures, and geographic locations. Company size and budgets all vary across the board. But when it comes to a prospective client’s needs they can generally all be lumped into at least one of four categories: short-term needs, long term needs, perceived needs, and unrecognized needs. Understanding how their specific needs fits into one of the category allows us as the ad seller to provide clients with the most effective products for reaching their goal. Even better if you can provide solutions to meet all of these needs, here are some suggestions.   Immediate …

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    09
    Mar
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    Is Body Language Hurting Your Sales Pitches?

    posted on March 9, 2016 / 0 Comments

    Did you know... A thumbs up or ok sign are both considered offensive gestures in some countries? Both signal agreement, but in the wrong context they can be perceived quite differently. Believe it or not, body language could be coming between you and sales. Take notice of your and your prospect’s hand gestures, eye contact, body position, and unintentional facial movement.  Good ad salespeople project confidence and enthusiasm about their product while showing interest in their product. It may seem like a lot, but that can usually be accomplished with simple gestures like smiling and making eye contact. Don’t be creepy, …

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    24
    Feb
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    Rescue prospects from the “Island of Forgotten leads”

    posted on February 24, 2016 / 0 Comments

    The Island of Forgotten Leads What happens to your ad sales leads when it’s clear they are not ready for your services at this time? Are they banished to the island of forgotten leads? Or are they cultivated and returned to the sales pipeline for follow-up somewhere in the future? B2B sales cycles can be notoriously long, research firm SiriusDecisions found over the past 5 years sales cycles have become 22% longer and typically include three more decision makers.  Adjust your prospecting time accordingly.  Invest time in nurturing quality leads. Don’t assume a prospect who does not want to advertise right …

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    10
    Feb
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    KISS: Keep It Short and Simple

    posted on February 10, 2016 / 0 Comments

    Here’s a challenge for you. Can you describe your advertising and its most important benefits in 60 seconds or less? In sales, this is called the elevator pitch. In the spirit of Valentine's Day we call it a KISS – Keeping It Short and Simple. Theoretically the elevator pitch, or KISS method, is only beneficial when you have a really short time to persuade a prospect on how fantastic advertising with you will be for them.  Actually though, there are quite a few other good sales lessons you can learn:   First it teaches you to narrowly focus on the most important benefits of your …

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    27
    Jan
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    Preparation First to Get Lucky in Ad Sales

    posted on January 27, 2016 / 0 Comments

    Are You Feeling Lucky? Are you a skilled ad salesperson or just a lucky one? One might argue skill and luck are one in the same. There’s an old saying that luck is when preparation and opportunity come together. Skilled ad sales people make their own luck. Have you ever had a colleague that seems to always have good solid opportunities fall in their lap, while we really have to work hard and grind for it? Maybe it will help to change your perspective. Sales don't usually just fall out of the sky and into your lap. Think of sales as farming, …

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    13
    Jan
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    The Crimson Tide Guide to Ad Sales Success

    posted on January 13, 2016 / 0 Comments

    Coaches may coach and players may play, as the old saying goes, but Alabama won this game because of Saban, because of how he used the entire team. -ESPN.com   Coaching a football team is a lot like leading an ad sales team. This week’s BCS Championship game got us thinking about how the fundamentals championship teams are guided by align with successful ad sales teams. Ad Sales, or any sales for that matter, is by nature very competitive.  So why do some sales teams operate like a solo sport, with one salesperson attempting to convert a marketing or procurement team? Consider some …

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    30
    Dec
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    IAB Compliancy: Why it’s A Must for Your Digital Ad Sales

    posted on December 30, 2015 / 0 Comments

    IAB Compliancy: Why it’s A Must for Your Digital Ad Sales Today’s association websites have transformed from just being information hubs to vital non-dues revenue drivers for the organization. For associations, this site revenue comes from one of two sources: e-commerce (selling products related to the site online) or digital ad sales. Associations will consult with an advertising sales company, like AdBooom Advertising, for assistance with their digital and print ad sales; but increasingly we are asked to consult with associations and advise them on how to become IAB compliant when they decide to monetize their website through advertising.  The Interactive Advertising Bureau, …

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    16
    Dec
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    What Kind of Ad Seller Are You?

    posted on December 16, 2015 / 0 Comments

    During an early season episode of Mad Men, John Slattery’s character, Roger Sterling, offered up this pearl of wisdom about business:   “I don’t know if anybody’s ever told you that half the time this business comes down to “I don’t like that guy.”   The same can be said about ad sales, or any sales for that matter. This is a competitive space and in many instance there aren’t huge differences in the actual product or service that will be delivered. What differentiates a company or a salesperson and is often the deciding factor is likability. Top performing, and typically likable, salespeople understand …

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