Base image by Allison McDonald (Creative Commons)
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...
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...
When evaluating a possible ad sales opportunity, whether it’s for a website or a magazine, it’s important to figure out what the absolute most you could make in ad sales is. We call this figuring out what your universe is worth; it's also referred to as evaluating your total ad revenue potential.
Does your sales team use the latest technology to track customers and leads ... or sticky IHOP napkins?
Over the course of my career, I've often found myself in the underdog role, selling against some large competitors. In order to succeed, this position has forced me to think outside of the box. The most successful approach for me has been the use of package selling as a way to differentiate myself from competitors — and to generate much higher...