Media Sales Basics

Let a mentor help you grow professionally. Here's how to find a good one.

Let 3rd party research prove to your advertiser that they must 'Advertise or Die.'

A cold-called prospect may need 5-7 contacts before you get the appointment. Don't give up too soon.

4 Ways an Ad can Fail, and how to avoid them with this simple analogy.

Avoiding miscommunication with this simple technique

Before you pitch that great new proposal, first do the math.

Here are some of the most common objections you may hear when the economy slows and suggestions for how to counter them.

Co-op advertising can be a boost to your commissions or a drain on your time. This podcast includes five key points to keep in mind when selling.

Cause marketing tie-ins can be a great way to motivate non-traditional advertisers.

You can learn a lot about your advertiser by simply opening your eyes.

Like most people, advertisers are more apt to buy if they understand what's in it for them.

Use day-parts to keep a rough start from ruining your entire day.

Would you like to have 25 new accounts this year? One way is to simply make just one more sales call every day.

Knowing your advertiser's next major anniversary can create non-traditional new business opportunities.

Generate new business by reactivating former accounts.

How to remember that brilliant response (you thought of too late) for next time.

Tips on how to keep your voice mail messages from being deleted by the industry's top experts.