Yesterday I wrote about creating smaller value opportunities in an effort to generate new business. Today I wanted to look at another idea, mining associated client verticals to create new or incremental revenue. Mining Associated Verticals It may be that your client patch consists of a certain category or industry vertical. It may also be that you are responsible for managing an overall revenue target for a section or program. Whichever it is, there comes a time, either through downturn [...]
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Prospecting & Lead Generation
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3 Ideas for Generating New Business – Pt 2
Yesterday I wrote about creating smaller value opportunities in an effort to generate new business....
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3 Ideas for Generating New Business – Pt 1
New business is the lifeblood of any sales operation and development of this should represent a...
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How To Attract More Customers
It’s not about the short-term gain but the long-term. One of the most important lessons...
- How Are Your Listings?
- Are There Acres of Diamonds in your Backyard?
- What Is Your Entry Level Solution for New Customers?
Appointments & Relationship Building
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Coffee – The Media Sales Person’s Best Friend
I have a neighbour called Jeff, and he is a well-known entrepreneur and coffee roaster in my home...
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7 Tips for an Effective Phone Message
Everyone is busy. No one answers the phone anymore, and it’s difficult to actually get a client...
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The First Impression
As the week winds down, I wanted to quickly talk about something I heard on radio this week. I...
Strategy & Customer Needs Analysis
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It’s All About Your Image
We all know what makes a great Call to Action advertisement. Click here if you missed our post...
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Prescribing the Right Medicine
Over the next few months we will be introducing you to our media specialists. This week it’s...
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What Makes Call to Action Advertising Successful?
What is Call to Action advertising? Call to Action Advertising is promoting specific products to...
Proposal Writing & Presentations
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Prescribing the Right Medicine
Over the next few months we will be introducing you to our media specialists. This week it’s...
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Learn How To Start With A Story
The last few posts I’ve put on Talking Media Sales are stories. Stories are a great way to...
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7 Ways To Improve Your Presentation Skills
When I first moved into senior management of a media company I was given some very good advice...
- 3 Things A Sales Person Can Learn From Kevin Rudd
- Selling Like Apple
- How To Improve Your Closing Rate When Presenting To A Client
Objections & Closing
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Bringing Up Objections Before They Do
A strategy you may want to think about when handling objections is to bring them up before the...
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It’s Not Our Fault!
In this post I thought I would have a gripe about advertisers… and offer a solution. The...
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The Secret of Standing Up For Yourself
There’s a famous story told by Dan Kennedy* about a CEO calling him into his office, closing...
- How Kenneth Cole Does It
- Is It Time To Set Your Sales People Free?
- Five Little Words That Sold A Million Gallons of Gasoline
Customer Service
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How To Attract More Customers
It’s not about the short-term gain but the long-term. One of the most important lessons...
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What Business Are You In?
What business do you work in? Media sales, right? Wrong. Think about the business your client works...
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7 Ideas To Offer Your Clients
I am often asked by media sales people if there are any ideas they can discuss with advertisers...
- Frankly I Do Give a Damn – Mike’s Travel Diary – Part 4
- Mike’s Travel Diary – Part 2
- Mike’s Travel Diary – Part 1
Most Recent Posts
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3 Ideas for Generating New Business – Pt 2
Yesterday I wrote about creating smaller value opportunities in an effort to generate new business. Today I wanted to look at another idea, mining associated client verticals to create new or incremental revenue. Mining Associated Verticals It may be that your client patch consists of a certain category or industry vertical. It may also be that you are responsible for managing an overall revenue target for a section or program. Whichever it is, there comes a time, either through downturn [...]
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3 Ideas for Generating New Business – Pt 1
New business is the lifeblood of any sales operation and development of this should represent a significant part of your day or week. You should never take it as a given that your existing clients will be there in perpetuity. But finding it is not always as easy as scanning the phone book and picking up the phone. It requires a somewhat tactical approach. Over the next few days, I’m going to explore 3 ideas for generating new business. The [...]
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It’s All About Your Image
We all know what makes a great Call to Action advertisement. Click here if you missed our post on Call To Action. This article is about the ever important Image advertising, or Brand Advertising. We find that often sales people get the two mixed up. Who you are, where you are, and what you have to offer Whenever we talk about Image advertising we use this simple definition. “Who you are, where you are and what you have to offer” [...]
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Prescribing the Right Medicine
Over the next few months we will be introducing you to our media specialists. This week it’s Graham Barr, a New Zealand based newspaper sales specialist and consultant. In this post he takes a different tact to the importance of questions. While this is directed at newspaper salespeople, it could easily be adapted to all media. Keep an eye out for his contributions over the coming months A common mistake that many newspaper advertising salespeople make is to act too [...]
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Running Effective Sales Meetings
The whole idea of running sales meetings is to keep the team focused on selling and for you to know exactly where each team member is at with regards to meeting their targets. When you know this, you can find out where they get stuck and make sure they get the right kind of support to overcome any barriers. In a truly effective sales environment, your team will meet THREE times a week: Meeting One – Set the Scene This [...]
Read more →
