Episode 183: Demistifying the budget

Speaking with someone you don’t know about money can be a challenging endevour. Different prospects will have varying goals and objectives, so it is important to have an open mind throughout the process. On this…

Episode 181: Timing is everything

For new and old salespeople, timing is always hard to master. From putting pressure on too early, to missing the boat completely – there can be no understating that timing of certain messaging is critical….

Episode 176: Understanding the here and now

The fundamentals of being successful in media sales have never changed. With a host of new requirements brought by digital media, as well as the evolving expectations of the modern advertiser, it may seem like…

Episode 175: Why attitude is everything

When operating in a complex and ambiguous marketplace, you need to have your head screwed on the right way. While you might feel like playing it safe at points, it is important to keep a…

Episode 172: The fine art of negotiation

Of all the skills a salesperson needs, negotiation has got to be top of the list. The ability to work around a tough situation is something that will benefit you greatly in the long run….