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The madison/miles media Blog

August 25, 2016

5 Steps to Getting Started with Inbound Sales

“Hi, can I speak to Jordan? Hi Jordan, this is Mike at ACME. I saw you were interested in our wireless network systems and I wanted to talk to you about that. Just so you know, our routers are ranked best-in-class and we’re having a Fourth of July weekend sale.”

What do you think? Would you like to keep talking to Mike, or do you wish that you...

JJ Lonsdale

Inbound Marketing, 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

October 26, 2015

How to Evaluate Ad Revenue Potential

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.

Adam Weiss

Sales Strategy

October 14, 2015

Smarketing 101: What Is CRM Software?

Does your sales team use the latest technology to track customers and leads ... or sticky IHOP napkins?

Kristin Masters

Inbound Marketing, Sales Strategy

September 28, 2015

How (and Why) to Use Package Selling for Ad Sales

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...

Adam Weiss

Sales Strategy

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