In OOH Sales Mastery, we teach and relentlessly reinforce a simple principle, an impossible-to-forget idea that carries massive implications for optimal revenue production: qualify hard, close easy. One of the big problems we see, though, is that people sometimes imagine they’re qualifying hard, but aren’t. Why not? Because they aren’t […]
Let me throw a couple of statistics at you that will blow your mind. According to a recent study conducted with hiring managers… 92% of hiring managers polled could not specifically describe what characteristics/attributes would be required for a new hire to be successful in the role they were hiring […]
Many of you know that we often get asked, “When you are training OOH salespeople, if you boiled it down in the simplest of terms, what are you teaching them?” That’s easy…we are teaching to not look, act or sound like every other salesperson. If you want to be treated […]
Last week, 28 year out of home veteran Jonathan Graviss talked about 3 traits of high performing out of home sales reps. Today he talks about about two out of home sales wins. What out of home sales are you proud of? I think back to my very first sale […]
A reader asks, “Do you have any tips or best practices on how to get out in front of the political ad dollars…” Billboard Insider put the question out of home sale expert Kevin Gephart. WIN #1: Selling Political candidates and ballot issue referendum messaging. “All politics are local” is […]
Some people are naturally good listeners. I’m lucky, I am. However, that puts me clearly in the minority. It doesn’t come naturally for most people. I on the other hand I will listen intently to whomever I am speaking with. Most people are naturally more of a talker. They have […]
Yesterday Jonathan Graviss reflected on 28 years working in out of home. Today he identifies 3 traits of great out of home sales reps. What’s the key to effective out of home selling? Ten or twelve years ago, a group of my sales manager friends across several companies had a […]
Local media sales thought leader, Mike Anderson (ServeThePurpose.com), brings fresh thinking to the sales funnel. He asserts the stage before the “awareness” top of the funnel, is really a “precipitating event” something that triggers a need that didn’t exist earlier and focuses “awareness”. Examples of precipitating events are: rising interest […]
We’ve all been there, you’ve done everything you possibly can, your techniques have been right on target, but your prospect still won’t buy. I was talking the other day with one of our long time OHH clients, great sales guy, very experienced. He was telling me about a long-time client […]
As the new year unfolds, OOH sales organizations often find themselves at the crossroads of change, facing new challenges, new opportunities. Embracing these changes, salespeople must adapt and evolve, turning challenges into opportunities for growth and success. In the face of change, many OOH sales professionals tend to resist, opting […]
