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  • Media sales prospecting tips

    3 quick media sales prospecting tips

    Everyone in media sales knows this – it’s incredibly tough to get meetings with potential advertisers today. Is there some magic formula to reel them in? More

  • 10 reasons why your sales team should love your CRM tool

    10 reasons to fall in love with your CRM tool

    CRM tools are integral to an effective sales team, but sales members can be notorious for not using the systems properly. Media sales expert Ryan Dohrn provides 10 reasons for your sales team to fall in love with your CRM tool. More

  • better ad sales

    Better conversations equal better ad sales

    To stay abreast of the latest in ad sales training, I often listen in on fellow sales coaches to learn and observe. What seems so odd to me is the lack of common sense in what is being taught today. More

  • Why sales is like chess

    Why ad sales is like the game of Chess

    I’m occasionally asked to accompany an account executive for coaching purposes as they make a sales call. The majority of the time, the account rep will talk about their media product for the first 20 minutes of the ad sales meeting. More

  • sales call

    The best 10-minute ad sales call

    If you read my blog often you know that I am really big on having a process for everything. Why? First, most salespeople thrive when structure is present. Second, I am a roll with the flow kind of guy and I recognised long ago that randomness kills my ability to be a raging success. More

  • closing-techniques

    Closing techniques of media sales superstars

    Media salespeople love to talk, which is fine – as long as they also know how to listen. And they don’t just talk to their clients, they also talk to their peers, and it is during these peer-to-peer conversations that sales legends are born. More

  • exceed-sales-goals-2020

    10 proven ways to exceed your sales goals in 2020

    What will you do to exceed your goals in 2020? In my ad sales training travels I see some media sales people drift aimlessly from day-to-day and year-to-year. There is no focus on a long-term plan for their life, let alone for their sales life. Other ad sales executives set detailed goals and conform strictly to daily to-do lists. The rest of us are somewhere in the middle. Now that you know you are “normal”, where do you grow from here and set goals for 2020 that will help you grow, go, and maybe even glow? More

  • Gmail-inbox

    10 sales email subject lines to get an open, read and reply

    Many ad sales trainers talk about the “good ole days” before email. When the phone was your weapon of choice. Many even suggest that email has ruined the media sales process. I could NOT disagree more. If used in the right way it can truly help the media sales professional win and grow business. More

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