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Ad Sales Life
Your sales organization is about to embark on a brand-new year in 2022, full of opportunities and the promise of re-acclimation to normalcy, but perhaps with greater expectations. Your team needs to feel your gratitude for what they’ve endured before they can reengage with the sales strategy, goals and objectives to come.
Newspapers have many opportunities to deliver an audience to political advertising campaigns. First, however, they need a better understanding of how the mechanics of political ad spending work, which types of campaigns will benefit from newspaper advertising and how to study demographic insights in context.
A white paper from What's New in Publishing offers inspiration and affirmation for the revenue strategies that publishers around the world are pursuing. Written by Damian Radcliffe, the Carolyn S. Chambers Professor in Journalism at the University of Oregon, this report highlights some of the most common, popular and emerging ideas for income generation. The report is available for free download.
An intense, 10-day media sales and operations training program is preparing its graduates for immediate advertising and operations sales jobs with major broadcast media companies. And, through its partnership with the National Association of Black Owned Broadcasters Foundation and the National Association of Broadcasters, it's helping to bring diversity to the media workforce.
I think of sales calls in two ways, like a marathon or a great story. Both require a strong start and a remarkable ending. Still, the time between the start and finish is equally as important, and how we conduct the sales call, from beginning to end, influences the outcome — how receptive the customer is to your offer.
The newspaper seller position is still a strong career choice, according to the results of the annual 2021 Newspaper Sales Compensation Study co-sponsored by Editor & Publisher and America's Newspapers. The survey shows that more newspapers are utilizing separate sales staffs for digital and the average size of sales teams remained relatively constant.
Borrell Associates’ Q3 study shows some "signs of trouble" for SMB ad spending. But encouraging news on their acceptance of the proposed Local Journalism Sustainability Act (LJSA).
Mental health is a very important subject for us to discuss as it relates to our work and our sales. Please understand that I am not a clinically trained therapist in any way shape or form, but I do hold an ACC certification from the International Coach Federation. My intention of this column is to try to provide inspiration to those of you that might have found yourself in a sales rut or mentally fatigued at work or in life as we're getting back to some level of normal sales business across America.
Every single sales call with an advertiser is valuable. So valuable that you do not want to waste time asking questions that will not help you close the deal. After 30 years of selling and marketing media, I find that you have three to five questions and that is about it on every sales call.
Around every corner is a new digital media marketing option: OTT, audio/podcasting, CCT, video, and more. These new marketing technology ideas are awesome, but as salespeople, we often have new marketing solutions dropped on us and we are expected to work our sales magic.
