Sales supernovas

E&P salutes our industry’s Sales Superstars

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The past couple of years have been difficult, to say the least, for our industry sales professionals. With the decline in media advertising overall and the impact of COVID-19, it has taken almost super-human resilience and fortitude to weather the sales climate.

Our inaugural class of 15 Sales Superstars stand out in their ability to stand up against these challenging times, stay focused and get the job done for their customers, their communities and the companies they represent. With extreme appreciation and celebration, we introduce E&P's first class of Sales Superstars.           

(Alphabetically, by last name)

Richeal Bair

Richeal Bair

Multi-Media Advertising Consultant, Observer Media Group

How did you get your start in media sales?

I started my sales career in 2005 with a weekly entertainment publication called Creative Loafing. My sales manager’s training technique was to give you a territory and see what you could do — either you had “it,” or you didn’t. Needless to say, the sales rep position was a revolving door, but I could think on my feet. I have a natural ability with people, and I learned quickly — really quickly. Also, it was only a one-product paper back then, so advertising sales wasn’t nearly as complicated as in today’s world.

Who had the most influence in helping you become successful in sales?

It’s hard to pinpoint one person. I have had great influencers in each stage of my sales career, and not all of them were my managers. They were other seasoned salespeople from whom I learned tons of industry knowledge. I learned a lot about people through my old mentor, who passed away. He was so great. I also believe that selling is something instinctual; there is a passion inside that keeps us going.

I laugh about this now, but I was so green when I started my first sales position. My manager knew my motivation. She dangled the “big money carrot” in front of me. I would go after it and get it, which was my motivation. All my managers throughout my career have taught me so many skills: to think outside the box, dig deeper, find out what the client wants, have clear communication, stay organized, know your audience — not only your customer but your clients’ customers — and give excellent customer service. Each of them has played a pivotal role in my career, adding to my ability and teaching me how to fine-tune these skills that keep making  me better and better.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?

Be adaptable, honest and always keep learning. Understand and believe in the digital platforms; know and trust that they work. When you are struggling, it’s important to have people around you with whom you can talk things out, whether it’s a sales coach, manager, mentor, or your closest colleague. One of my most significant Zig Ziglar learning moments, which I still practice, is making one last call when you feel like giving up and packing it in for the day. It pushes you through the self-quitting, and it is possible to make that one last connection. Like at the gym, when you do that one last sit-up, you may not notice the results at first, but after 100 of  them, with that last one, you feel it, and they all add up to a difference.

Is there a single sales book, video or sales trainer you recommend to others?

I learned from the classic Zig Ziglar “Selling 101.” There are loads of great sales tools, books and trainers. You have to find your rhythm and style in sales, pick up great habits and stick to them. Keep being a student of your trade, reading the new sales books and watching the videos. Keep investing in your career and taking sales training courses. The Observer Media Group provides weekly sales training, and I am always learning something new. The key is to apply it. It all works together, and just like any skill, the more you do it, the better you get.

Randi Battersby

Randi Battersby

Senior Marketing Consultant, Victoria News/Black Press Media Group

How did you get your start in media sales?

This is my first sales position. I have a background in medical, tech and government fields. I started as a part-time sales representative in November 2017 with the Sooke News Mirror, a part of Black Press Media. After six months, I was promoted to full-time and transferred to Victoria News, the largest of all Black Press Media news publications in Greater Victoria. Black Press Media Group has six community newspapers in Greater Victoria. While I am based with Victoria News, I sell into all our publications regionally and provincewide.

Who had the most influence in helping you become successful in sales?

I would be remiss if I did not mention my first publisher, Rod Sluggett of the Sooke News Mirror. Rod gave me my start in media, helped to provide me with the confidence and strength needed to do cold calls and showed me how to build solid relationships with clients. My current publisher Michelle Cabana has been a fantastic mentor and influence. Michelle has taught me so much and continues to do so while always encouraging me and helping me grow in my position. I have always loved the community newspaper, but I now know the importance of the community news and what it stands for through Michelle and her knowledge. I would not be where I am today if Michelle did not take the time to show me the ropes, but the most important piece is that I now have the passion and understanding of the community news. I am proud to work for a company and in an industry that understands the importance of community support and giving back. When you are selling newspaper advertising, you are not just selling the ad space. You support community and journalism, and to do that successfully, you must believe in it.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?  

It is no longer about selling ad space in print or digital. It is about building a relationship with your clients and getting to know them. I am not just a sales rep, but I am a marketing consultant. One of the essential parts of my job is to make sure the ad campaigns I sell are working for the client and that all my clients receive their ROI (return of investment). Don’t let the many new digital options stress you out. Instead, embrace them. With such a wide array of products available, you can help your client with any marketing needs they may have. Print, digital and social media are equally important when marketing, and I believe the best campaigns are a mixture of all three.

Is there a single sales book, video or sales trainer you recommend to others?

I have attended two seminars with Peter Lamb, and he was terrific.

Ron Burke

Ron Burke

Director of Advertising and Marketing, The Washington Informer

How did you get your start in media sales?

I have been in media sales for 20 years. I had been in telecom sales, but due to bankruptcies and downsizing in the industry, I found myself out of a job. Denise Rolark Barnes offered me an opportunity to come and work with her at The Washington Informer.

Who had the most influence in helping you become successful in sales?

Believe it or not, it would be my mother who taught me the following:

  • Always have a strong work ethic. Show up ready and prepared to work every day.
  • Always strive to be the best at everything you do. This also speaks to preparation.
  • Treat everybody the way you want to be treated. Hence, my focus is on good customer service.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?

Someone once told me when I started my first sales job that it does not matter what you sell. People buy from you because they know you, trust you and understand you. Again, this speaks to preparation and customer service.

Is there a single sales book, video or sales trainer you recommend to others?

There are too many to mention. I would say to avail yourself of as many opportunities as possible and use what you can to the best of your ability.

Kate Byers

Kate Byers

Omni Media Marketing Strategist, Innisfil Journal – Metroland

How did you get your start in media sales?

Since I began working professionally at the age of 23 in Toronto, I’ve been in the advertising industry, though I started in a sales support role. Shortly after that, I realized the sales reps had the most fun. So, through a series of lateral career moves and one big relocation to Barrie, my path led me to an incredibly fulfilling sales position with Star Metroland Media in 2007. Since then, I've been fortunate enough to continue growing and developing my skills, learning from my incredible senior leadership team.

Who had the most influence in helping you become successful in sales?

I’ve had a few great leaders during my career so far, and I feel very fortunate to have learned from them and their experiences. I will always be grateful for those opportunities. With that said, I’ve worked for Elise Allain and Shaun Sauve the longest and have excelled under their leadership. Providing a positive work environment where successes big and small are shared and celebrated, Elise and Shaun continually support and encourage their sales teams towards success.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?  

Reach out to your leaders for ideas, strategies and clarity. Salespeople have multiple marketing solutions available to advertisers, and it can sometimes get a bit muddy. Often having a short conversation with a colleague or manager to help sort through the best solution for your client can make all the difference and give you a clear proposal for your customer. And above all, keep plugging away. Make the calls, build the relationships and don’t get discouraged.

Is there a single sales book, video or sales trainer you recommend to others?

I read a lot about mindfulness, understanding human behaviours, positive affirmations and the laws of attraction. I believe a large part of being a good salesperson is being a good person in general and understanding your clients to the best of your ability.

Tiffani Debetaz

Tiffani Debetaz

Regional Account Executive, The Advocate

How did you get your start in media sales?

I have been in media sales for 17 years. I was initially hired to sell commercial print. Then, within the first few months of being in that role, I transitioned to selling commercial print and media advertising. I still sell both for The Advocate today.

Who had the most influence in helping you become successful in sales?

I have so many mentors during my sales journey. During different seasons, they were pivotal to my success. However, one that stands out in my early years of sales is Lisa Busceme. She was my first manager at The Advocate and created a foundation for me to be successful. I still, to this day, use a lot of what she taught me in my everyday sales role.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?

Embrace the change. As much as things look different in today’s advertising world than they did five years ago, embrace it. Learn something new every day. Challenge yourself. We need to keep up with these changes for our customers to give them all the products and tools to grow their businesses. The Advocate offers all the products and support for me to sell to my customers, and for that, I'm grateful.

Is there a single sales book, video or sales trainer you recommend to others?

I have read books, watched videos and attended numerous sales training sessions, and they have all changed over the years as sales changed. But all have been beneficial to me during those sales seasons. “The Sales Challenger” was a great read, and I still implement a lot of what I read today. Currently, I am reading “Peak Mind,” which I find very applicable to the environment of distractions we work under today.

Jordyn Skye Gallegos-Allen

Jordyn Skye Gallegos-Allen

Advertising Director, The Salt Lake Tribune

How did you get your start in media sales?

My media sales adventure began at 20 years young, in 2011 at Utah Media Group. I was ready for a challenge, eager to learn and quickly found my strength working with local businesses.  

Who had the most influence in helping you become successful in sales?

I consider myself to be very fortunate when it comes to the mentors I’ve had and have been able to learn and grow from throughout the early years of my career. Sally Steed, a woman tougher than nails, taught me the importance of delivery and accuracy and that in the world of media sales, pure “grit” can really go a long way. The mentor I never knew I needed, Chris Stegman, has shown me the absolute necessity of having a growth mindset, taught me the importance of always thinking and doing things differently, and inspires me daily to get out of my comfort zone. I feel immense gratitude for these two individuals as both have impacted me greatly — professionally and personally.  

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?   

I've found that when sales reps are frustrated in digital sales, it is often because of three things. First, they haven’t yet transitioned into solutions-based selling. Second, they don’t understand the targeting capabilities. Finally, internal processes confuse them, which adds to their frustration and leads to low engagement. Streamlining internal processes, incorporating real-world examples and training on the “how” behind digital solutions is when it starts to click, and sales reps will become more confident in the solutions they present.

Is there a single sales book, video or sales trainer you recommend to others?

Though I couldn’t recommend just one book, video or sales trainer that you can read or watch, I would recommend taking the initiative on your continuous growth and development as it relates to your industry. Allocate time out of your schedule to grow your knowledge and learn something new. It may be a book, video, podcast or webinar training. Whatever it is,  make time for it regularly and mix it up. This will have more impact than any single sales book or tool.

Cyndi Gustafson

Cyndi Gustafson

Multi-Media Sales Executive, Observer Media Group

How did you get your start in media sales?

I have only been in sales for the last eight years. I started as the receptionist for our local newspaper. Our new owners approached me about two weeks into their purchase and asked me to help them with sales. I firmly declined all requests for about two weeks and then relented to help out. I immediately discovered that I was not only enjoying this new development, but I was also actually quite good at it!  I believed in the paper and its role in our community growth and stability, and I loved helping to promote that!

Who had the most influence in helping you become successful in sales?

Our publisher at the time, Dawn Willis. She saw potential in me that I could not see myself and encouraged me tirelessly until I believed in myself.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers? 

Remember why the job even exists in the first place. We are here to complete the circle. We provide the catalyst that makes a community special and holds it together while helping it grow. The growth is not only in size but in strength and integrity — the things that really matter. We tell a story about our audience, around our audience and to our audience. We introduce them to new thoughts and preserve their history; we keep them informed and educated. We help businesses prosper, informing them, promoting them and helping them grow. These things draw residents and new business owners to a certain community. They desire the bond that makes a community strong and able to accept the new while preserving the old.

Is there a single sales book, video or sales trainer you recommend to others?

I find there are so many, but I love soaking up the wisdom, positivity and mindset of Ed Mylett, Tom Bilyeu and Marie Forleo the most.

Gene Kalb

Gene Kalb

Board Member, The Bedford Citizen

How did you get your start in media sales?

I have had my own publishing companies for about 30 years.

Who had the most influence in helping you become successful in sales?

That’s a tough question. There was a lot of trial and error about what works and what doesn’t. Someone a long time ago impressed upon me the art of listening. Understanding how you fit into what the client is trying to accomplish is the key. Our publication is a non-profit community paper. Thus, presenting it as a community resource, which it absolutely is, was key.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?   

Listen, and understand your publication. Also, be flexible. The pandemic hit us just as we started our second annual Bedford Guide. The initial strategy was to approach retail establishments in town. During 2020 with almost all restaurants and retail establishments closed, we shifted our focus to larger corporate industries in town. Our publication is all about supporting our community, and the corporate neighbors in town stepped up to help us. With the retail landscape improving this year, we had a nice combination of retail and corporate advertisers.

Hillary Graham Kruis

Hillary Graham Kruis

Senior Media Solutions Strategist, LNP Media Group, Inc.

How did you get your start in media sales?

I’m the first to say that I don’t necessarily come from a sales background. I interned with LNP Media Group the summer of my junior year in college. It was a good experience, and I ended up having a great time working with their team and networking with the local business community. The following year I graduated from Virginia Tech and returned home to Lancaster, Pennsylvania, where there was an opportunity to fill an open sales position with LNP. Nine years later, I'm still working with my territory of businesses. I feel lucky to have gotten an area well-suited to my personality and selling style. The businesses I partner with tend to have simple, genuine qualities that make them “down-to-earth” — easy to relate to and collaborate with.

Who had the most influence in helping you become successful in sales?

Honestly, I think it stems from my childhood. My grandmother has influenced me in all aspects of life. But when it comes to sales, two qualities have always helped me succeed. My competitive nature started at a young age because my grandmother never let anyone win. You had to earn that “W” and were encouraged to feel proud of the victory. There wasn’t a negative association with losing, but instead, increased motivation to do better the next time. My family always says that she could “sell anyone anything,” and I love knowing that she would’ve been thrilled that I followed her lead with this role in sales. When I started sales, my teammates were more experienced than I, with a mixed bag of personalities and selling styles. I learned early what sales style made the most sense for me by listening to how they approached their customers.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?  

I always tell new employees to give themselves grace for that first year. Take that time to build your foundation. Know your products and services and start building those relationships with your customers. Form the best relationships. Be flexible to adapt your approach for different personalities, understand their current business plans and goals, remain organized and proactive with upcoming opportunities and always be as transparent as possible with expectations and results.

Adding digital into your mix of products and services only increases your potential as a resource. It allows businesses to simplify their contact points from multiple media groups to work with you solely. Try to see everything as an opportunity — an opportunity for your customers to grow and grow your revenue as well.

Selling is more than a numbers game (even though more contacts will obviously help). The relationships I have built and continue to grow are the most important part of my sales success. When learning about and understanding each business’ goals, I become an extension of their team. Their success is my success. Selling is about trust. You must sell yourself along with your products and service opportunities. Maintain a good work ethic. Genuine excitement for building relationships and wanting the best for your customers will pay off in the end.

Is there a single sales book, video or sales trainer you recommend to others?

No, I don’t believe so. Training is vital for those completely new to sales to establish general best practices and information to utilize as a solid foundation. However, it takes collaboration from co-workers and customers while gaining experience to feel completely comfortable with your own sales style. In addition, the ability to adapt to your surroundings and the different personalities you'll encounter is critical.

Mark Lacombe

Mark Lacombe

Account Executive, C&G Newspapers

How did you get your start in media sales?

I have been in media sales for 37 years. I got my start working in the classified department of The New York Times. As the final step in the NYT multi-interview process, I had to take a typing test and score 40 words per minute. I took my first typing test on a Friday, scoring 36 words per minute. Luckily, the hiring manager allowed me to come in again on Monday to re-take the test. I spent a lot of time that weekend typing and finally scored 42 words per minute.

Who had the most influence in helping you become successful in sales?

Peter Bianchi, who was my manager at The New York Times. He was very down to earth and made sales challenges enjoyable. 

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?  

If you're getting frustrated, do a better job of listening to your clients and prospects. Have conversations focused on their needs and then follow up with your tailored solutions. Also, “sell to opportunity,” which means doing the basics. Look at your 80/20 list, which accounts invest their media budgets with you, who’s growing, and which categories are strong and resilient. Then, align your editorial, readership and circulation resources story to those verticals and categories, resulting in positive performance for your clients and you.

I’ve had 12 years of digital experience on the national and regional levels. While it’s advertising, it’s a different industry, different lexicon, and in digital, it is all about scale, targeting and data. Can you explain the characteristics of search, display, social, impressions, clicks, CTR levels, viewability, ad safety, ad stack, DSPs, CRM data, audiences, 1st- and 3rd-party data, mobile, messaging, targeting, algorithms, machine learning, attribution, exchanges, the phasing out of cookies and more? These are essential areas to try and master.

Is there a single sales book, video or sales trainer you recommend to others?

One of my favorite books is titled “Now, Discover Your Strengths” by Marcus Buckingham and Donald Clifton. It helps each of us identify and develop our unique talents and strengths.

Adam Mandell

Adam Mandell

Vice President of Sales, Cleveland Jewish Publication Company

How did you get your start in media sales?

I started in 1992 working as a sales assistant for The Atlanta Journal-Constitution. I moved back home to Cleveland in 1996 and worked as an account executive at Crain’s Cleveland Business until 2014. I made a change in 2014 to become director of sales at the Cleveland Jewish Publication Company and was promoted to vice president of sales in 2015.

Who had the most influence in helping you become successful in sales?

Jeanne Cash, who worked at Crain’s Cleveland Business, took me under her wing when I started at Crain’s and became my mentor. Also, my wife, Laurie, was in the advertising business when we first met. She taught me how to better prospect, help get past the gatekeeper and turn noes into yesses.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers? 

Never give up. The rush of getting one sale after 99 noes is still worth it. There is no better feeling than getting an insertion order or signed contract. I still love writing up an order. Digital has been an exciting time to expand your business. Some clients don’t want to run print, so digital has allowed sales reps to sell a different medium. I find it fun to sell ROS ads, email blasts, pop-ups, takeovers, etc. You learn so much more about your clients and build even tighter relationships.

Is there a single sales book, video or sales trainer you recommend to others?

“Little Red Book of Selling” by Jeffrey Gitomer. Also, sales trainer Hal Becker who lives in Cleveland and travels around the country.

Shajuan D. Oliver

Shajuan D. Oliver

Sales Representative, Media Sales Plus

How did you get your start in media sales?

I have been working at Media Sales Plus for 19 years. Before working at Media Sales Plus, I worked for a company placing personal ads. My supervisor at the time wanted me to join her (at Media Sales Plus). At first, I was a little hesitant, but it turned out to be a great decision. I have been here ever since.

Who had the most influence in helping you become successful in sales?

The entire staff at Media Sales Plus has played a huge part in my success in sales. They have helped me become the successful salesperson I am today. The company has provided excellent training opportunities for me throughout the years, and they continue to work with me to make sure I am working at my highest potential.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers? 

Stay focused and remain patient and driven. Do not be afraid to ask questions when needed. Bouncing things off people in addition to gaining experience will help. Take advantage of the training opportunities that are presented and remember to remain professional at all times.

Is there a single sales book, video or sales trainer you recommend to others?

I recommend The New York Times bestseller, “Hustle Harder, Hustle Smarter” by Curtis “50 Cent” Jackson. It’s not your average sales book, but it’s an excellent motivational piece.

Jane F. Patriquin

Jane F. Patriquin

National/Major Advertising Sales, Portland Press Herald/Masthead Maine

How did you get your start in media sales?

After graduating from St. Josephs’ College of Maine, my family encouraged me to apply at The Boston Globe. My great-uncle, George Minot, was the managing editor of The Herald-Traveler in Boston. In addition, my father and uncle were both photographers for the Record American, The Herald-Traveler and other publications over the years. So, I have newspaper ink in my blood.

I joined the advertising staff of The Boston Globe in 1978 and started in classified advertising in the real estate group. During my 23 years at The Boston Globe, I moved around from various classified inside sales positions in help wanted, automotive and outbound sales and then did a brief stint as the sales supervisor of the automotive team. After that, opportunities arose to work in outside sales at The Boston Globe, focusing on local regional accounts specializing in colleges, banks and retail accounts. After a buyout in 2001, I moved onward and stayed in advertising.

I moved to Foster’s Daily Democrat in 2002 thru 2004 in retail advertising and found working for a small paper very educational. Then I started at The Portland Press Herald in Feb. 2004 in retail outside sales and was promoted in 2006 to national advertising sales. So, I am now on the horizon of my 18th year at The Portland Press Herald /Masthead Maine.

Who had the most influence in helping you become successful in sales?

The environment at The Boston Globe had us always learning and participating in seminars. As to who had the most influence, I think it would be the original classified advertising sales manager, Larry Healey. His Boston Irish enthusiasm for sales and love of the newspaper business drove us to succeed. We all believed in our product and knew it brought results.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?  

You must know your product inside and out. Ask for help from those that have the knowledge to educate you about how the digital platforms work and how digital campaigns perform. 

Learn to become a good listener and provide solutions that make the customer feel like they are in the hands of a professional that can guide them to success. Invest in yourself. Be respectful at all times of both your client and your team members to present easy-to-understand, helpful solutions for success.

Is there a single sales book, video or sales trainer you recommend to others?

We had a sales seminar back in the '90s at The Boston Globe provided by The Pacific Institute. It was called “Investment in Excellence” and taught by Lou Tice. It was all about finding your comfort zone, achieving success by taking small steps, and working on how to build relationships.

At The Portland Press Herald, the national/majors team has supportive and informational bi-weekly sales meetings with our vice president of advertising to help us troubleshoot our current business and keep us cohesive as the top revenue-generating team in the organization.

Lee H. Purdy

Lee H. Purdy

Sales Account Executive, City Pulse

How did you get your start in media sales?

It started four years ago (with a) total chance encounter with Berl (Schwartz), the owner of City Pulse.

Who had the most influence in helping you become successful in sales?

The City Pulse Team — Berl, Suzi, Rich, Abby and Skyler — all encouraged me, forgave my mistakes (I made many.) and taught me skills that I needed. Without the feeling of family in this organization, the results could have been drastically different. People buy from people they like, and the same goes for working hard. It is much easier to work hard for an organization that is fun to be a part of.

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?  

Don’t give up. Remember who you work for — your clients — and keep that as your focus. The more you learn about the digital solutions, which are part of our new landscape, the more helpful you can be to your clients. The next sale is just around the corner. Always. Success builds. 

Is there a single sales book, video or sales trainer you recommend to others?

Pro Max Training with Kelly Wirges.

Lori Collier Waran

Lori Collier Waran

Chief Revenue Officer, Virginia Business Magazine

How did you get your start in media sales?

Eighteen years ago, I started as a commercial account executive for Auto Trader.

Who had the most influence in helping you become successful in sales?

My general manager at Auto Trader was the most impactful sales influencer for me. He walked into every auto dealership with me for the first month on the job to teach me the “auto dealership” language, show me the ropes and give me the confidence to put together marketing solutions. He also explained there would be days I would be shoveling snow off cars to take pictures and days I would walk out with annual contracts. Luckily, he was patient, and I was a quick study.  

What advice would you give to others struggling with media sales or those who have become frustrated with the new digital solutions they must master to represent their company to advertisers?  

The need for professional growth is not unique to our industry. Sales in any industry can be complex to learn – pharma, manufacturing – even HVAC. But every day you show up to work, you make a conscious decision to embrace learning and education, no matter how “seasoned” you believe yourself to be. What an awesome feeling to struggle and then to rise up. It’s our gift to ourselves!

Is there a single sales book, video or sales trainer you recommend to others?

There are too many to mention – but the one go-to I have is a sales statistic piece that I inherited a few years ago from a conference at the Association of Alternative Newsweeklies. And, it has helped so many team members when they are on the down cycle of a sales cycle:

  • 48% of salespeople never follow up with a prospect.
  • 25% of salespeople make a second contact and stop.
  • 12% of salespeople make three contacts and stop.
  • Only 10% of salespeople make more than three contacts.
  • 80% of sales are made on the 5th through the 12th

Robin Blinder is the associate publisher and vice president of editorial with Editor & Publisher. She has been with E&P for two years.

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