Monthly Archives: February 2021

Fishing for the BIG ONE?

Fishing is very much like advertising sales. First, we must prospect or fish in the right spots, use the right bait and equipment, and then we must know what we are fishing for. Are you fishing just to catch some fish, or are you trying to land the BIG ONE? And… how do you know when it’s… [Read More]

The Sales Process – Your Opinion Please

Last week we suggested that there are nine steps in the advertising sales process and we provided our Media Rep Rating System. Whether you are a manager or an individual media rep, we hope that you took the time to rate yourself or your sellers. If you did so in a very honest way, you discovered some… [Read More]