The Right Tools You need a professional ad-sales environment. You need to know with whom you've spoken recently, when to follow up, and key information about every prospect's current business needs. Organization You'll need to understand the sales cycle, and know the signs that a prospect is becoming more likely to buy. Look over some of the literature on the sales process, and think through the different stages that your prospects go through. Then make a game plan for the right ways of treating prospects differently at each step.
Some leads are much more likely to turn into sales than others.
Ask their advice on key characteristics of a serious prospect. And don't be shy about asking your sales prospects how likely they are to purchase advertising on-line in the next six months. Most will give you a straight answer. Even in an industry known for CEOs in ponytails and old jeans, a professional image builds your credibility. He was wearing a suit and tie.