It is a common challenge among many media organizations, and businesses in general, they are swimming in data from a variety of sources and platforms, yet uncertainty remains when it comes to identifying ways to improve or enhance sales efforts. The real problem is not being able to connect data with insight. Data is the guiding element for creating effective (and interesting) success stories. Meant to summarize how and why you worked with a particular client as it relates to the current sales opportunity at hand. For the purposes of this post, data is referring to a collection of what is known about a segment of people and their attributes. For example, common attributes are demographics, device, location, etc. This includes data collected from your digital assets too, such as: your website, CRM, social media pages, paid advertising, etc. So, what data should you be looking at? And how do you convert it into a story that helps you sell more effectively?

Once you’ve identified a reason or need for sales training, the next step is navigating the myriad of options available. When making a sales training investment, you need to be more systematic in your selection process than just selecting a company that seems to be easy to work with. There are many considerations, such as experience in your industry, their track record for success, and how they sell themselves to you. This post will walk through how to find a sales trainer or consultant that’s a good fit for YOUR company, and how to choose the best one. As you consider investing in a digital ad sales training program, be sure to ask yourself these questions before making your decision.

Digital publishing has endured massive change over the past decade, but the disruptive innovation is far from over. Educating yourself about the future technology poised to dramatically alter the digital publishing industry is the best way to position yourself at the forefront of the next digital revolution. In this post we’ve broken down the three biggest innovations set to turn your industry on its head; virtual reality, voice interface, and machine learning. Ready to make the leap from linear to digital? Download our guide for making a successful transition here.

Digital media, specifically video and mobile, are changing the way we consume content, advertise to users and sell advertising to brands and agencies. This means new challenges to face, but it also means new opportunities to explore. Media sellers must work towards expanding their knowledge and increasing their understanding of both video and mobile in order to help clients gain a competitive advantage. What do you need to know and how can you apply this information to your day-to-day client conversations? Let’s start with the basics:

If you were selling advertising a few years ago, you were living in a much simpler world.

Handling objections shouldn’t be about arguing, it should be about understanding the other person’s response and then positioning your solution in such a way that it reassures the potential customer and entices them to want to learn more about what you’re offering.