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Do Beggars Have Sales Territories?
Mike Brunel has recently spent weeks in India training sales managers on how to fine tune their operations. Here’s a series of blogs from his time away. In many sales organisations there is usually a...
View ArticleHow To Make An Effective “Cold” Call Using LinkedIn
The days of the cold call are gone – there really is no longer an excuse for not knowing your customer. We live in an age of massive amounts of data and insights, driven by the web and social media. I...
View ArticleHow Safe Are Your Clients From Other Sales People?
We all know that most advertising is mass marketing. We work with clients to construct an advertising campaign, select the times, programmes or sections of the newspaper or website and away we go. We...
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Prospecting Is Not Hunting, Tying Up The Prospect, And Then Making Them Buy...
I am asked by media sales people all the time, how they can prospect better. It does not matter if you sell TV, radio, newspaper or online, prospecting is the life blood of any sales organisation....
View ArticleWe Have Always Done It That Way
The seven words of death to any business, media company or person. It’s a mindset, and I believe you have to challenge those mindsets every day. The game they play in heaven I am an avid follower of my...
View ArticleMedia Sales Prospecting Secrets
As an owner of NRS Media I invite 360,000 advertisers to my seminars every year. They get to learn how to use the various mediums of radio, TV, print and now online more effectively, and at the same...
View ArticleMore Cold Calls Does NOT Equal More Sales
If almost half of sales teams don’t make their monthly targets (CSO Insights.com) does this suggest the targets are unrealistic or that the sales people need to work harder? I can’t comment on the...
View ArticleDo You Suffer From Loss Aversion With Your Advertisers?
You might be thinking “I sell advertising to SME either in broadcast, newspaper or online. Loss aversion – you are kidding me right”? It’s true that it is a well known phenomenon in the financial and...
View ArticleThe Old Leaky Bucket
I was asked the other day from one of my favourite salespeople about retaining clients. These days they seem to be “leaking a lot lately” he said, and how do you stop the leaks. Here are a couple of...
View ArticleCall Up and Introduce Yourself
I was talking to a real-estate friend over the weekend and he told me an interesting story about opportunities and how just maybe, they might be right in front of your face. In any given real-estate...
View ArticleAre You A Media Sales Person or a Mechanic?
This month’s guest contributor is Stephen Pead. He is a 30 year veteran in all things media. He has worked closely with Mike Brunel over the last 12 month conducting an extensive 3 day boot camp. Over...
View ArticleThe “Introductory” In-House Event
The in-house, in-office, “introductory” event has long been the part of software companies and medical companies sales strategies. Believe it or not, for media companies as well. The most successful...
View ArticleThe Leads Are Weak!
The leads are weak is a well-known phrase from the movie Glengarry Glen Ross starring Al Pacino, Jack Lemmon, Alec Baldwin, Alan Arkin. The movie is an examination of the machinations behind the scenes...
View ArticlePowerful Advertising Words
Over the years it has been proven that there are certain words that when used in advertising really resonate with consumers. Why? Well it seems that many of these words have been “trained” into the...
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