Sales Strategy

Reboot Sales Tip #3: Build anticipation for your pitch meeting.
November 2, 2015 at 11:30 am

What are you doing to raise anticipation for the sales calls you have tomorrow? What can you do to increase their enthusiasm for the products and services you plan to pitch? What can you send your prospect today to whet their appetite? For each of tomorrow’s appointments take the time to raise anticipation for your…

Reboot Sales Tip #2: Cut 70% of your presentation.
October 30, 2015 at 3:15 pm

Our presentations are full of stuff we don’t need. Before you head out on your next sales call cut 70% of your presentation. Seriously. Focus entirely on the 30% of content designed to persuade your prospect to buy what you’re selling. Your prospects will thank you. Your meetings will be shorter. You’ll sell more. To…

Top Tweets from the Social Media & Inbound Marketing Master Class
October 21, 2015 at 2:31 pm

If you follow Publishing Executive on Twitter, you may have noticed a wave of tweets filling your feed Friday accompanied by the hashtag #simc2015. Those were our uber-engaged attendees at the Social Media & Inbound Marketing Master Class held in New York City. The event focused on teaching attendees how to craft effective social media content,…

4 Ways Media Salespeople Can Pitch Smarter & Close Bigger Deals
October 13, 2015 at 2:19 pm

Media sales teams and sales managers face a number of challenges in the industry today. What publishing and media companies sell, from native ads and social media to webinars and events, is changing and the expectations of advertisers are shifting as well. It’s not enough to promise impressions in today’s media marketplace; brands want to…

The Most Popular Publishing Executive Posts of September
October 8, 2015 at 1:29 pm

Here’s a collection of Publishing Executive’s most read stories from September. Why Publishers Should Act Like Agencies - A guest post by Katie Risch, SVP of publisher development at Centro, this piece encourages publishers to purchase ad inventory on other sites, allowing advertisers to continue to target readers after they’ve left the publishers’ platforms. Reports…

Does Your Sales Team Need a Reboot? Yes.
October 6, 2015 at 4:06 pm

The media industry is changing. A lot. And anyone charged with driving revenue needs to drastically rethink how they sell and what they sell if they want to survive.

Stop Selling Ads & Start Selling Outcomes
October 6, 2015 at 3:26 pm

NAPCO Media president Dave Leskusky explains why media salespeople need to develop new, consultative skills that will help them assess clients' problems and sell solutions.

Audio: Leaders from Rodale, Trusted Media Brands, and Hearst on the Future of Media Sales
October 5, 2015 at 1:55 pm

Media organizations are in the midst of a massive transformation, pivoting from print-driven revenue to selling custom content, native ads, programmatic, and more. As magazine products evolve, so too must the salespeople who sell them. “[Sales] training and support needs to be essentially constant because the product evolution is so rapid these days. To have…