Yesterday Billboard Insider presented four reasons to consider adding an outside equity partner. Today we talk about three traits to look for in a private equity partner: industry expertise; candor; and rapport. Industry Expertise Time is your most precious resource. You don’t want to have to spend time educating a […]
Over the years I have posed a pivotal question literally thousands of times to OOH professionals: Is selling merely about telling? Unfortunately more than you might guess responded that they believed that it was. Often, when people find themselves in a selling situation, they believe they should educate the prospect […]
Insider learned that Chris Cowlbeck, IBO USA CVO was attending the MediaPost Political conference and had a few questions as the season unfolds. There’s also an IBO webinar Thursday that will touch on this at 1pm CST. If you’re an independent and like to attend, send an email to Becky […]
The Success Triangle is a proven formula for OOH sales success – and a proven formula for every other kind of success. OOH sales leaders, and all leaders, can benefit from learning about this model and implementing it with their teams. So, what is it? Those three corners on the […]
It is impossible to maximize success without focus. Expecting sales managers to also carry an account list dilutes their focus. You can’t be a good sales manager AND a competent salesperson at the same time. A sales department of four or more sales reps requires a full-time, dedicated sales manager […]
A majority of Billboard Insider readers think an out of home sales manager shouldn’t have any accounts. Some readers said there are exceptions… An out of home sales manager has keep some accounts so you don’t forget what it’s like to deal with customers. An out of home executive saysI […]
A reader asks, “Should an out of home sales manager have an account list?” The pro’s of having a sales manager handle some accounts are that they are able to lead by example and it keeps them up to date on market conditions. The con’s of having a sales manager […]
A reader asks how big a book should an out of home sales rep have? Billboard Insider put the question to out of home sales expert Kevin Gephart and he said this. Good question, I think it varies enormously. When I was at Clear Channel Minneapolis/Saint Paul, market rank 16, we […]
Happy New Year! As we step into 2024, the notion of commitment echoes through the famous words of Yoda from “The Empire Strikes Back”: “Do. Or do not. There is no try.” While I may not be a Star Wars enthusiast, this particular line resonates universally. Saying “I’ll try” often […]
In the spirit of the season, treat yourself to a valuable gift this Christmas – the knowledge of when to gracefully “close the file” on a prospect. We like to have a very full, robust pipeline of prospects. It makes us feel good about ourselves and the job we are […]
