by Mary Langan | Feb 16, 2018 | Cold Calling, Media Sales Career, Media Sales Tips |
Objections are a natural part of the sales process This is particularly true in the media industry where there is so much competition. Sales people focused on driving new business and cold calling will experience even more objections, as they will be just one...
by Mary Langan | Oct 23, 2017 | Cold Calling, Media Sales Career, Media Sales Tips |
Cold calling is tough, so it stands to reason that many sales people prefer to avoid it. However, it remains an effective way of building new relationships despite what you might read elsewhere on the internet! I work with many media sales teams and am yet to find one...
by Mary Langan | Nov 13, 2014 | Cold Calling, Communication Skills, Media Sales Tips, Sales Tips |
Listening is an important skill for media sales, though it is often overlooked. A great sales person can learn a lot about a client by actively listening. What do I mean by actively listening?. This can be reading between the lines, noticing a slight change in tone or...
by Mary Langan | Oct 22, 2013 | Cold Calling, Media Sales Tips |
Getting media sales teams to increase the time spent cold calling is an area I am often asked about when training classified media sales executives. Most media sales people find cold calling tough, and once established on their brand they can spend most of their time...