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There are two groups of people who rule media and marketing budgets: the client decision-makers who own those dollars and the agency teams who decide where they go. For many B2B sales professionals it’s imperative to know both.

 Step aside Cupid! There’s a flurry of CMOs breaking up with brands and we’re here to make it right.

Facebook is forcing publishers to take a backseat so it can focus on things that really matter - friends and family.

“Reach out,” they said…”It will be fun,” they said. Reaching out to a prospect can be fun if you are able to turn that outreach into a new business win. However, being able to do this typically comes down to two things: defining the right opportunity and asking the right questions to seamlessly...

Are you a data nerd? If you’re like me, I love it when I can backup a decision, or rather ask my boss for investment in a resource when I have all the supporting data points. 

How do great sellers break through the noise in cold outreach? How do they capture the attention of a major company, without having a prior relationship?

When you're looking to pitch your agency services to major brands, timing is everything. If you wait until the review is announced, you're too late. 

Decision maker shifts are a tried and true signal of new business opportunities for media/marketing sales professionals.

Nobody likes to lose. To be more specific, nobody likes to lose business. So, how do you keep that loss at a minimum?

Decision maker shifts are a tried and true signal of new business opportunities for media/marketing sales professionals.

Nobody likes to lose. To be more specific, nobody likes to lose business. So, how do you keep that loss at a minimum?

The Q3 window is closing quickly, and with only 3 short months left to hit your 2017 goals it’s time to get serious and prioritize the sales tactics that actually have a chance at helping you finish the year strong.

Here are 17 tips I use religiously and coach our Winmo sales team on as well:

Like with any kind of sales, the biggest pain point is time. Sales people waste a ton of time doing inefficient prospecting -- trying to find the right decision makers, find qualified potential clients, and then try to figure out how to contact them. If you’re spending time prospecting instead of...

We've said it before, and we'll keep saying it: CMO turnover is the strongest signal that changes between a brand and its agencies are coming. It might not be true immediately, and it might not be true in all cases, but most of the time, when a brand's CMO changes, its agency relationships will...

Where's the introductory paragraph? See point 6. 

With so many myths about sales prospecting out there, it can be hard for media sellers to tell the difference between prospecting skills that work and quotes stolen from 80s movies about sales.

One look at the LUMAscape marketing technology chart – the Martech5000 – is enough to terrify anyone. And for each of those technologies, there’s a dedicated sales team trying to differentiate their organization and sell into an increasingly crowded market.

Let’s be honest: prospecting isn’t anyone’s favorite use of time. You leave endless voicemails, you shoot so many emails you’ve stopped even reading what you write, and most of your time is accounted for with updating your CRM that you’ve made a contact attempt.

No top marketer says they got where they are today with no help at all. While achieving goals will lead to climbing the corporate ladder - and we can all look to the people who help and guide us through our careers - we tend to overlook the software and apps we use to get those results. Here are a...

If your prospecting goal is to build good relationships on the way to creating customers and clients who buy from you (as opposed to making sales) you probably have a ton of business cards stacked up on your desk, and your LinkedIn connections are in the tens of thousands. But what should you do...