5 June 2016 Peady's Selling Engagement Picture this. It’s been a tough first 5 months of the sales year - you’ve worked hard, had some wins and...
27 May 2016 Peady's Selling Engagement Ever heard this phrase before? It’s a classic stall used by prospects which too many inexperienced sales people fall for. Once...
22 May 2016 Peady's Selling Engagement A great definition of selling is “finding, keeping and growing the right customer.” Focus on the five key words in this definition:...
15 May 2016 Peady's Selling Engagement At some stage most of us have been shown how to set goals. Elite media sales people are strong believers in...
8 May 2016 Peady's Selling Engagement It's election season and all the politicians are jostling for your vote. All of them putting forward the argument on why...
17 April 2016 Peady's Selling Engagement Whatever sales process you use, one of the main activities is a “discovery” or “uncovery” of needs meeting (some call it...
10 April 2016 Peady's Selling Engagement Fact: Selling is a learned skill - so if you are new to media sales, an experienced sales person or somewhere...
3 April 2016 Peady's Selling Engagement As regular readers know I work with media sales people all around the world - in big, midsize and small...
28 March 2016 Peady's Selling Engagement As kids we were told corny jokes by our dad and typically we’d roll our eyes and respond “ooooh dad” but...
20 March 2016 Peady's Selling Engagement One of the most common issues to arise in discussions with clients and potential clients is the subject of price -...
13 March 2016 Peady's Selling Engagement Finding new clients or customers is often the first topic that most sales people want help with, whether they have been selling...
6 March 2016 Peady's Selling Engagement “Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect”. This brilliant quote comes from American businessman,...
28 February 2016 Does networking seem like too much work? Is it just socialising that’s fun without bringing you the results you expect, or need? There’s plenty of...
21 February 2016 Peady's Selling Engagement Heard of the rule of three? It states that concepts or ideas presented in threes are inherently more interesting, more enjoyable,...
14 February 2016 Peady's Selling Engagement A long time ago one of my sales managers said to me “Stephen when a businessman invites you into his office...
7 February 2016 Peady's Selling Engagement Fact: Sales managers can only control two things. The activities of the salespeople Themselves Given that situation has your sales manager explained what...
24 January 2016 Peady's Selling Engagement One of the biggest challenges for a media salesperson, particularly those new to the game, is becoming stranded in what I...
18 January 2016 Peady's Selling Engagement It’s all over for another year, the crazy lead up to Christmas, the presents, the parties, New Year’s Eve, all over,...
13 December 2015 Peady's Selling Engagement sponsored by IRD Prospector The ugly truth: There's no point in creating proposals that go nowhere. Is this you? You spend half a day...
6 December 2015 Peady's Selling Engagement sponsored by IRD Prospector The longer you’ve been in sales, the better you should become and unfortunately the longer you’ve been in...
29 November 2015 Peady's Selling Engagement sponsored by IRD Prospector So, what are you afraid of? Prospecting Asking for an appointment Meeting with a senior decision maker Conducting a business focussed meeting Dealing...
22 November 2015 Peady's Selling Engagement sponsored by IRD Prospector Have you been in this position? I was talking with a radio salesperson last week and she was...
15 November 2015 Peady's Selling Engagement sponsored by IRD Prospector “If you don't like change, you're going to like irrelevance even less” - Eric Shinseki (former US Army...
8 November 2015 Peady's Selling Engagement sponsored by IRD Prospector Talk to anyone who sells traditional media and they’ll tell you one of their biggest challenges is to...
25 October 2015 Peady's Selling Engagement sponsored by IRD Prospector However good your product or service is, the simple truth is that no-one will buy it if they...
18 October 2015 Want to join the elite? You know the best of the best, the stars, those that earn the big money. Here’s a list of 15...
12 October 2015 Peady's Selling Engagement sponsored by IRD Prospector Fact: The average media sales person loses around 20-30% of their client base every year. Why? There are many...
6 October 2015 Peady's Selling Engagement sponsored by IRD Prospector The other day I discovered a couple of interesting pieces of research on B2B selling – 75% of...
27 September 2015 Peady's Selling Engagement sponsored by IRD Prospector 'Last week the legendary New York Yankees baseball player, coach and manager Yogi Berra (below left) passed away. Yogi...
20 September 2015 Peady's Selling Engagement sponsored by IRD Prospector Many business owners these days complain of not being heard and not being listened to. The main culprits...