James G. Elliott

James G. Elliott
Modern Salespeople Must Be Agile

Salespeople need to sell the way the buyers want to be sold. This concept is as old as selling itself, but one which salespeople forget at their peril. The changing nature of the advertising buying process has resulted in buyers with all sorts of different expectations.

The Advertising Sales Game Has Changed

For most of the past century, relationships formed the basis for the majority of large advertising sales. Success in advertising sales was predicated on the ability to initiate, form, and maintain personal relationships with buyers.