The basics of success for advertising sales are similar to many other sales-related occupations: You need to be able to find the right clients for your advertising media and then deliver the value they expect from you.
Simple enough, of course, but not every story — or sales representative — is the same, and different media have different requirements. You obviously will handle the details differently if you are working in New York City for a major publisher than you would for a small community radio station.
However, we can all learn from the “greats” regardless of market size or media — and in the months ahead, I’ll be looking for common denominators and specific indicators of success at advertising sales.
If you know of a great ad rep (or are one yourself) and would like to receive some free publicity for you (and your media) in this blog, please email me at email@example.com.