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The madison/miles media Blog

Adam Weiss

Adam Weiss
Adam is a business development and sales-and-marketing expert who has spent more than two decades in the media industry. As the manager of content and advertising portfolios for local, national and international associations, he has launched tradeshow advertising venues; overseen ad sales into countless publications; launched and published digital magazines and annual directories; and developed new sources of ongoing advertising revenue for clients.

Recent Posts

March 20, 2017

Start at the Top: The Advantages of a Top-Down Sales Strategy

“Wait, you want me to call the president or CEO of the company? Oh, no way. I’m a salesperson. I talk to purchasing agents and buyers or managers, not presidents or CEOs.” That is the reaction many sales professionals have when they hear about top-down selling.

Adam Weiss

Sales Strategy

February 16, 2017

How to Turn the Worst Sales Mistakes into Opportunities

That sinking feeling in your stomach when you realize you’ve made a mistake is never pleasant. Many people go straight to panic mode.

But what if — instead of beating yourself up and bracing to lose business over your sales mistake — you could end up with a solidified relationship and customers who like you even more than they did before?...

Adam Weiss

Sales Strategy

January 09, 2017

Choose Your Words Wisely: Sales Linguistics 101

Sticks and stones may break your bones, but it’s not true that words will never hurt you — particularly if you’re trying to close a sale. Using the wrong language can be off-putting and costly.

Fortunately, the opposite is also true. Language choices that make you sound confident, relatable and trustworthy can seal the deal.

These 10 sales...

Adam Weiss

Sales Strategy

September 08, 2016

Trial Closing: Four Benefits of Confirming Before the Close

Always be closing. ABC.

The sales mantra made popular by 1992’s Glengarry Glen Ross might seem like great advice. But in reality, trying to close too early will reduce your percentage of successful closes and leave you with a lot of missed opportunities.

Confirming the sale before the close — or trial closing, as it’s also called — sets you up...

Adam Weiss

Sales Strategy

June 16, 2016

Consultative Sales: Five Keys to a More Modern Sales Approach

How would you feel if a salesperson said, “I can give you this great deal right now, but if you have to go think about it or talk to someone else, I’m not going to be able to make this offer”?

If you’re like most people, you’d think, “Wait, how can that deal be good today but not tomorrow? That doesn’t feel right.” That’s why, in today’s...

Adam Weiss

Sales Strategy

March 24, 2016

4 Tips for a Foolproof Discount Pricing Strategy

Base image by Allison McDonald (Creative Commons)

How would you answer if you received an email asking, “What’s the biggest discount you can give me?” 10%? 15? 20? Depending on your margins, all of those might be an option, but the best answer is often 0.
 
That’s right: 0%.
 
Discounting should be a last resort, not a go-to strategy....
Adam Weiss

Sales Strategy

February 20, 2016

Overcoming Objections in Sales: 3 Tips for Dealing with "No"

When selling your company's products or services, knowing how to handle the dreaded but inevitable “no” is essential to success. Your first step? Figuring out what the prospect really means — because when it comes to sales, no doesn't always mean no. In fact, it most often means:

  • “I think it’s too expensive.”
  • “I don’t have the authority to say...
Adam Weiss

Sales Strategy

November 16, 2015

How Magazine Supplements Can Boost Sales

Right now, many organizations that sell traditional advertising are struggling — especially if they're selling advertising into print magazines. If you’re in this boat, you’re not alone.

But don’t jump overboard.

While it's true that many buyers have already moved or may want to move their dollars from legacy platforms into new platforms, there...

Adam Weiss

Sales Strategy

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