Andrew Davis

Andrew Davis
Reboot Ride-Along #12: Do Not Watch This - Media Executives Only

For 22-weeks we've been working together to Reboot our media sales career. We've addressed the temptation to overpitch and the opportunity to take shorter meetings. We've looked at some clever ways to raise anticipation and how to maximize the honeymoon phase for a lead we're pursuing. We talked about craving change and even worked through…

Reboot Ride-Along #11: The Call (Reboot Paydirt!)

For 22-weeks we've been working together to Reboot our media sales career. We've talked about setting the tone for our meetings and addressed the temptation to overpitch. We've discussed how to raise anticipation before a prospect call and how to maintain inspiration after we hang-up. We talked about craving change and even worked through the…

Reboot Ride-Along #10: 3 Rules for Setting the Tone of Your Sales Meeting

In the last Reboot Ride-Along, I taught you how to avoid the dreaded overpitch! An overpitch is the instant in a sales presentation where your prospect no longer has to imagine the solution you're presenting. Overpitching is the single largest deal-killer, and it's so easy to fix. Did you try to fix our overpitching problem?…

Reboot Ride-Along #9: Stop Overpitching

In the last Reboot Ride-Along, I challenged you to restructure your sales presentations. Remember the simple approach? If not, you really should re-watch the last Ride-Along. This week we're tackling one of our biggest media sales issues: overpitching. What's an overpitch and what can you do to avoid doing it? http://bcove.me/utpj6zix The most successful media…

Reboot Ride-Along # 8: How to Pitch Someone Who has to Pitch to Someone Else

In the last Reboot Ride-Along, I challenged you to restructure your presentations to c-suite executives. Remember the simple approach? If not, you really should watch the last Ride-Along. This week's assignment builds on the last challenge, so if you didn't view the previous video, this one isn't going to make much sense. So, seriously, go…

Ride-Along #7: Pitching Up vs. Pitching Down

Did you spend the last seven days rethinking the way you maintain your meeting momentum? Instead of following up with an email did you try something new? (If not, maybe you should watch the last Ride-Along: http://www.pubexec.com/post/reboot-ride-along-6-maintaining-meeting-momentum/) This week, we're going to reboot our sales pitches to executives. That's right when you're pitching to an…

Reboot Ride-Along #6: Maintaining Meeting Momentum

So, were you able to cut 70% of your slide deck? How was your half-hour pitch meeting? What was your prospect's reaction? (If you don't know what I'm talking about and you'd like to reboot your client presentations, watch this.) This week it's time for us to start making small changes to the way we…

Reboot Ride-Along #5: Fixing Our Sales Presentations

How deliberate and direct have you been the last two weeks? Did you take the time to change the way you answer your prospect's questions? Have you rebooted your relationships by following the simple three-step approach I outlined in the last Ride-Along? (If not, maybe you should re-watch this video.) This week, it's time to…

How to Answer Client Questions in a Sales Meeting

So, did you transform the way you meet with a few prospects last week by making three major assumptions? Did you see the tone of the meeting change? (Let me know, leave a comment on this post!) This week, let's reboot our approach to answering every question our prospects ask. (As a bonus, the same…

3 Things We Rely Too Heavily On As Media Sellers

How did your last two prospect meetings go? Did you try consuming everything right before your call? (If you have no idea what I'm talking about - watch this.) This week, I'll reveal three major assumptions you should make to Reboot the way you approach a new prospect. If you want to skip right to…

Reboot Ride-Along #2: Consume Everything!

Did you stop embracing change? Are you craving change instead? I hope so. (If you have no idea what I'm talking about -- watch this.) Look, if you want to see a radical transformation in the revenue you generate as a media seller, you have got to take it upon yourself to change the way…

Reboot Ride-Along #1: Know Your Enemy

[Editor’s Note: Every other week, subscribers to Reboot Inbox will hear from marketing iconoclast Andrew Davis as he does a Reboot Ride-Along, focusing on one small change media salespeople can make to move their careers forward. Enjoy the first installment below.] Today I'd like to introduce you to the biggest enemy you're going to face…

10 Tips to Reboot Your Media Sales

As media has continued to evolve in the digital era so too has media sales. In order to be successful in today's (and tomorrow's) media landscape, salespeople must learn new strategies and skillsets. That means flipping the script on the traditional sales pitch, anticipating client needs as opposed to solution selling, and getting creative to…

Reboot Sales Tip #10: Keep the prospect inspired as soon as you leave the pitch.

Your pitch isn’t over when you leave. Any salesperson worth their salt knows this, but what are you doing to keep your prospect inspired? What are you doing to make sure they remember the way they felt when you were in the room? The best salespeople don’t just send a thank you note (although that’s…

Reboot Sales Tip #9: Pitch with unbridled enthusiasm.

How can you expect prospects to be excited about your pitch if you don’t seem excited about your pitch? Pitching with great enthusiasm is one of the easiest things you can do to increase your close rate. I guarantee it. Just remember, that your level of enthusiasm is relative to the client you’re pitching. Pitching…