Prospecting & Lead Generation

The Real Problem With Advertisers

Not all advertisers suck, but some do. In my new book ‘The Desk Closest to the Door – How to Master the Art of Selling Direct Media’, I talk about knowing the difference between a good client and a bad one.

Soap Or Toast?

My friend Hayley is an awesome salesperson. She worked for me for many years at NRS Media, now she is a mum of two beautiful children and is settled back in Auckland New Zealand. She does consultancy work for companies on a part time basis, and has just come out of a contract and is…

The Difference Between a Small Sale and a Large Sale

An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman (affiliate link). I decided to drag it out again and go through the notes I had taken. Here are some tips that you will find useful. In this book he maintains that there is a…

How To Save Money Attracting New Clients

With the cost of acquiring new customers mounting, many media companies’ customer bases are shrinking due to lost confidence of advertisers and consumers alike. Referrals are often one way to get your additional advertising sales without too much additional work. If you learn these three simple referrals systems you’ll avoid the disappointment of cold calling,…

When Selling Turns into Grilling

Summer was fast approaching and I had celebrated the warmer weather with an impromptu barbecue. As I scraped the dirt and grease from my ageing barbecue – or sausage incinerator as some of my friends rudely refer to it – I resolved it was time to get a new one. No holds barred, I promised…

The Easiest Way To Find Prospects

I was advising a leading sports organisation recently who was finding it difficult to sell season passes to their regular season members. Sports ticketing and season membership programmes are a lot like selling media. A seat in a stadium is similar to selling an advertising spot on TV, a radio advertisement or even space in…