Blog

16 October 2024
Reframing High Value Sales for B2B Publishers

As publishers and sales executives, we naturally welcome high value deals in any form. Still, there are instances in which an initial opportunity should be declined and reframed. In advertising – your potential client’s brand conflicts with yours. Its marketing department requests a media kit, and calls to express interest in display ads or newsletter […]

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2 October 2024
Commissioning High Value Sales for B2B Publishers

Salespeople working as employees for B2B publishers typically receive 2/3 of their compensation from base salary and 1/3 from commissions. Balances differ publisher to publisher. Commission rates can be impacted by what’s being sold, the salesperson’s quota, expectations set by other salespeople, the salesperson’s record, and other factors. After a salesperson hits quota, commissions typically […]

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26 September 2024
Personality in High Value Sales for B2B Publishers

I sat in on a sales call recently that was led by a veteran salesperson of a B2B publishing company. I have been selling in this industry for ten years, and this was one of the most impressive and effective calls that I have seen. He controlled the meeting with a near lack of personality. […]

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12 September 2024
Persistence in High Value Sales for B2B Publishers

A sales axiom: “no” doesn’t mean “no,” it means “not now.” This plays out every day for B2B publishers, who can need between eight and 15 touches to close a high value sale. This figure seems reasonable for a single sale. But what happens when a salespeople are working pipelines of 100 prospects? Can they […]

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28 August 2024
Buyer Obligations in High Value Sales for B2B Publishers

Your salespeople send email to their prospects. Are these prospects obliged to return the email? Of course not. Your salespeople leave voice messages for their prospects. Are these prospects obliged to return the calls? Of course not. Your salespeople execute sales sequences perfectly, guided by the content and schedule laid out in your CRM. Are […]

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21 August 2024
Brevity and High Value Sales for B2B Publishers

I sent this email to a publisher last week. I’m no expert in the aaa industry. I have read through your media kit, though, and I think a call would be productive if you are looking for some sales support. Can I interest you in a Zoom meeting during the week after Labor Day? If […]

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14 August 2024
Seniority and High Value Sales for B2B Publishers

Salespeople should have equal responsibility for prospecting and closing high value sales for B2B publishers, whatever their level of seniority. Those who differentiate these roles should consider   –   Giving experienced salespeople ambitious targets for finding new clients   –   Providing lower commissions for renewals and account management   –   Encouraging less experienced salespeople to […]

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7 August 2024
Responses to High Value Sales for B2B Publishers

A sales maxim: The best response is “yes.” The second best response is “no.” The worst response is “maybe later.” In our industry, the best response, of course, is still “yes.” We push or at least nudge our prospects towards the close at all times. Alec Baldwin’s “always be closing” still echoes 30 years later […]

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26 July 2024
Trust in High Value Sales for B2B Publishers

There are many forms of trust in high value sales for B2B publishers. You may already be thinking of some that are not in this blog. Let me describe three that are top of mind. Trust Between Salespeople and Buyers This is the most obvious form of trust in high value sales for B2B publishers. Buyers […]

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17 July 2024
The Cumulative Draw

Publishers want outsourced salespeople working on a commission basis. Outsource salespeople want their opportunity costs covered as the initial sales cycle takes place. The Cumulative Draw closes this gap as outsourced sales engagements begin.

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10 July 2024
Voicemail Returned

Leaving voicemail can be a tedious or lucrative, depending on the approach.

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3 July 2024
Branding in Sales Contracting for B2B Publishers

Publishers should decide how outsourced salespeople reflect their brands.

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25 June 2024
The Product, the Message, or the List?

A short, carefully developed prospect list can be the greatest asset in a successful sales campaign for B2B publishers.

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17 June 2024
How Long Should the Sales Sequence Be?

Sales sequences for B2B publishers are truncated towards the end of the sales cycle. This requires salespeople to condense their efforts in qualifying and closing sales.

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31 July 2024
Pricing Disclosure and High Value Sales for B2B Publishers

Say you’re a potential conference sponsor choosing between two events. The first provides specific pricing information as it describes sponsorship benefits. The second does not. Both will allow you to generate leads and promote your brand equally. As you research both events online, you see pricing described in two different ways. Both approaches then ask […]

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