The media sales landscape has become very competitive. To increase your revenue share, you have to figure out what is holding you back and then work toward improving in those areas.
Start by reflecting on these essential skills that can improve with effort: discovery, qualification, solving, and presentation. Many times, improving in one of these areas will give you a lift in business. Notice that all four qualities link to listening and communicating. Immediate reflection on advertiser interactions is the best way to understand where you need to improve to close more sales.
Increasing your confidence in the solutions you offer will also help you grow your business. Start with the solution you feel the least confident selling, then work through all of them until you’re able to understand them as well as your go-to favorites. As you become more familiar with other solutions, your dollar amount with go up for new business presentations, and you’ll begin to see incremental growth from your current book of business.
Media Sales and the ABCs
In sales, I am sure you’ve heard someone say the ABC’s are “always be closing.” Maybe you’ve said that yourself. I feel like “always be conscientious” has offered me many more benefits, including bigger paychecks. When your best means doing right by your customers and your company, it rarely goes unrecognized.
When you are always closing, you are just another salesperson looking out for themselves. Suppose you can operate from the belief that your reward is helping your team and your customers’ businesses grow. In that case, you will never have to worry about your salary, and new opportunities will always be within your reach.