Objections are a natural part of the sales process This is particularly true in the media industry where there is so much competition. Sales
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
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
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.
