International Commerce International Marketing Internet Advertising Internet Economy Internet Media Internet Prod. Commentary Online Advert. I'm delighted that the ClickZ folks have asked me to do a monthly sales column for its time-strapped media sales visitors. Since meaningful sales training often takes a backseat to product and technology training in the Internet world, I hope these columns will fill that gap and give you tips and strategies to rev up your current selling power.
All feedback is welcome.
Woody Allen once said that showing up is half the grade. Until recently, when it came to selling advertising online, it was almost the whole grade, since everyone wanted to advertise. Whether you sell basic banners, sophisticated streaming media, or network buys, just showing up no longer works. In my various sales seminars, it is always amazing to see how often reps kill potential business by falling into some very basic, easily avoidable sales traps of their own making. See if you are guilty of two of the deadliest traps described below and then try the suggestions for escaping them.