Blogs & Learning Insights
Five Common Roadblocks to Selling Digital
As an account manager, you know your broadcast and cable product better than anyone. But the ever-increasing demand for digital can put pressure on even the top performers in any cable and broadcast organization. The principles of selling digital are the same, but...
What is an enterprise account?
What exactly is an enterprise account? Well.. thanks to our friends and partners at ej4, let's take brief look... Most salespeople think, mistakenly, that enterprise accounts are the largest accounts in one’s book of business. But, this is not necessarily true....
How To Send A Cold Email
I’m going to say it… prospecting sucks. The thought of picking up the phone and reaching out into the unknown just feels all wrong. Think about it, throughout our childhood we were told not to talk to strangers. “Stranger danger”, right!? Fast forward a...
Focus On Opening The Sale
Ah, the close. That part of the sales speele that determines whether you or your salesperson gets paid or not. No wonder you’re always on the lookout for new closing techniques that promise big commission checks. Don’t you wish there could be some magic sentence that...
What It Takes To Be A Digital Media Seller
The prevalence of smart devices has brought about a near-constant overlap of advertising and the internet. As you may have already guessed this has caused interactive advertising to grow by leaps and bounds. In fact, online display, paid search, mobile and...
Uncover Your Customer’s Needs
Sales opportunities don’t just spring up out of thin air. You have to uncover them. If you aren’t prepared to ask the right questions, they could be precious opportunities lost. Finding the problem will lead you to the best solution for your client. Here are four...
Say No” To Your Customer”
As sellers we are conditioned to say “yes” each time our customer asks us for “stuff”. In example… here it is, your customer is outlining their latest list of “value added” demands (FYI, that’s code for “free stuff”). They eventually get to the bottom of a list that...
Body Language Mistakes
You walk into your sales appointment and find yourself waiting in the lobby. No worries! Perfect time to catch up on a few emails, check your pocket mirror for any remaining lunch remnants, perhaps you’re nervously tapping your foot without noticing. After all, you’re...
What NOT to do During a Long Sales Cycle
Our friends at ej4 put together this great article. Thought we'd share... If the Internet didn’t exist, you wouldn’t be reading this. More importantly, I believe if the Internet didn’t exist, we would have shorter sales cycles. Why? Well for one, customers rely...