Download The Findit App

Share Your Posts On These Major Social Networks

Instatag Your Posts to Instagram Facebook + Twitter


10 Secrets of Ad Sales Superstars: Shweiki Media Printing Company Presents 10 Tips Based on the Practices of Successful Salespeople from Around the Globe

Austin 8/21/2014 1:01:07 AM

Shweiki teams up with Ryan Dohrn of 360 Ad Sales and Brain Swell Media to present a must-watch webinar describing 10 tips based on practices of sales superstars from around the world that—when adopted and practiced consistently—lead to sales success.

1. Always Be Prospecting

One prospecting strategy that one should keep in their arsenal is the "Big 50 Prospecting Plan." Successful salespeople know their numbers. They have a number of prospects that they’re going to work in an effort to close a certain amount of business, and that’s a useful strategy to adopt.

Here’s an example of an often successful prospecting technique: 

Work 50 brand new prospects in a 30-day period, including people that are already active in the marketplace, new business owners, etc.

Work 50 in an effort to get 10 quality meetings scheduled.

Of the 10 quality meetings, typically around eight proposals will arise.

From the eight proposals, often around four deals will be closed.

2. Work Just as Hard to Retain Business as to Get New Business

It’s important to focus on maintaining really good customers, as retention is a crucial part of the sales cycle. Here are some ways one can take care of clients on a weekly, monthly and quarterly basis without using a sales-y approach:

Share business articles with advertisers, no strings attached

Invite advertisers to seminars, webinars, events

Give away branded swag to keep one’s logo and brand in front of clients at all times

3. Always Pitch to the Decision Maker When Possible (or Equip Liaison to the Fullest)

In a media ad sales space, one often can't pitch to the decision maker. If one wants to be the best in their company, in their market and in their industry, they should understand how to equip the marketing director to take one's information to the next level. To do this, one should start by by communicating to the gatekeeper—if they are interested in the product—what tools they need to gain their boss's interest. One of the main problems with media kits today is that they are often designed for a broad audience, when salespeople should deal in specifics.

It’s important to find out what the decision maker prefers—analysis, images, email, PDFs, powerpoints, videos, etc.—and utilize that format to increase the chances of getting the signature.

4. Remember Advertisers Buy When They’re Ready—Not When Salespeople Are Ready to Sell

This is important, because as a salesperson, one's timing is usually bad. To remedy this issue, number-one sales reps usually plan three to six months ahead of their deadline. It’s also important to remember that too much pressure isn’t a good thing, and putting people under the gun typically doesn’t work out. By planning in advance (say four to five months out), one can: save the advertiser money, design a more effective campaign, and relieve the pressure of selling on a deadline.

5. Ask Good Questions

One should consider what go-to questions salespeople typically use and change it up in order to stand out from the pack.

Here are some useful questions to ask:

Who do you feel is your harshest competitor?

If we could create the perfect ad, what would you want to result from that ad?

The right question can separate one from media sales counterparts while boosting the prospect’s interest.

6. Know How to Sell Competitive Angles

Most sales reps gather leads by looking to see what businesses are advertising within their choice medium. The reason that this doesn't work well is because one always appears to be late to the party. Instead, one should choose an advertiser that’s running ads within one's medium and call on their biggest competitor, resulting in what could be called "competitive chaos." By selling a competitive angle, one is working with knowledge that promotes instant leverage. It’s as simple as calling and saying something along the lines of “Hello, I've noticed that your competitor is doing a lot of marketing. I feel that I have a way that could potentially grow your share of the market."

7. Become a Time Management Master

Blocking out time and scheduling carefully is a good way to ensure patterned success. This can be done by identifying and blocking out time for the four or five very important tasks that need to be done every day. To become a time management master, it is imperative that one respects the calendar. An efficient calendar is the most basic management tool to keep one consistently on track.

8. Manage Advertiser Expectations

A big part of managing advertiser expectations is to avoid over-promising and underachieving. Many salespeople go into a sales call with a pitch that their media team can’t back, while those that are the best in their companies are awesome at managing customer expectations from the get-go. One should consistently let the advertiser know what they can come to expect from one’s service. By staying in contact and delivering on one’s promises, one can boost retention rate tremendously.

9. Teach to Sell

There are currently more advertising options now than ever before. That makes it important for salespeople to be educated, be good conversationalists, and have the ability to teach whatever they do. At the beginning of a meeting, a salesperson should ask the advertiser to rate their knowledge of marketing on a scale of 1-10. By gaining insight into the advertiser’s knowledge base, one can then construct the conversation in terms that the advertiser can understand and teach them along the way. Advertisers will always buy more if they accurately understand what one is selling.

10. Paint a Picture of Potential

Great salespeople understand that they need to paint a picture of potential, which means to always under-promise and over-deliver, while also letting the advertiser know what just might happen if they run an ad. The best way to paint a picture of potential is to relay a success story, which should involve growth as a direct result of a placed advertisement. One shouldn’t focus on things sold, as it’s too specific. Instead, one should look for solid business success stories that will make sense to one’s advertiser and get them excited about how they too could succeed with one’s product.

Shweiki Media's mission has always been to help publishers improve by providing the most profitable, hassle-free printing experience possible. This includes guaranteeing the highest quality product, exceptional customer service, world-class communication, an on-time guarantee, and no surprises--whether printing magazines, postcards, flyers or anything else.

As a printer and publisher, Shweiki Media also believes that this hassle-free experience includes making their clients better. Utilizing relationships with industry experts, Shweiki Media strives to educate clients and help them thrive in the exciting world of publishing--while having lots of fun along the way!

For more great info from and about Shweiki Media, please check out our blog at (and sign up for our FREE weekly expert webinars!), and subscribe to our Youtube Channel at  You can also follow us @ShweikiMedia and "like" us at

More News

How to Prevent Copywriting Mistakes That are Detrimental to Your Business

One of the most important skills for any creative entrepreneur and business owner to possess is hte ability to communicate a message through clear and effective copy, while poor copywriting can drive away potential clients, customers and partners ...

Released On: 5/6/2015
Views: 11053

Shweiki Media Printing Company To Serve as Print Sponsor for Emancipet Anniversary Luncheon

Shweiki Media is pleased to announce that that they will be combining their printing prowess with their love of animals to serve as the print sponsor for Emancipet's Anniversary Luncheon on May 11th. For 16 years Emancipet has been keeping pets h ...

Released On: 5/4/2015
Views: 10918

7 Rules You Must Follow When Creating Lead Generation Survey Questions: Shweiki Media Printing Company Presents a New Article on Conducting Successful, Profitable Surveys

When conducted correctly, surveys have the ability to effectively generate leads for companies and dramatically increase revenue. Here Shweiki Media Printing Company teams up with expert Matt Coen of Second Street Promotions Lab to present a must ...

Released On: 5/4/2015
Views: 10634

How to Prevent Terrible Copywriting Mistakes That Are Detrimental to Your Business: Shweiki Media Printing Company Presents the First in a Series of Webinars

One of the most important skills for any creative entrepreneur and business owner to possess is the ability to communicate their message through clear and effective copy, while poor copywriting has the potential to drive away business and potenti ...

Released On: 4/23/2015
Views: 8486

The Foolproof Guide to Ensuring Your Site is Mobile-Friendly: In Conjunction With Google's Update, Shweiki Media Printing Company Presents a Must-Watch Webinar

Timed perfectly with this week's Google algorithm update, Shweiki Media Printing Company teams up with Alicia Lawrence of WebpageFX to present a webinar detailing the ways that one can ensure their website is mobile-friendly--therefore giving the ...

Released On: 4/20/2015
Views: 10410

Save Time, Save Money, and Make Sales WIth Killer Content!

When it comes to sales, content is key, and in many cases, quality content can even do the work of an actual salesperson, building trust and persuading customers to make purchases. Here Shweiki Media teams up with Marcus Sheridan of The Sales Lio ...

Released On: 4/10/2015
Views: 10264

Write Right: Shweiki Media Printing Company Presents a Webinar on 12 Surefire Strategies for Creating Incredibly Popular Blog Posts

Writing blogs is an essential aspect of content marketing and building and maintaining an audience, but many people waste time writing posts that never receive many shares or even views. Here Shweiki Media teams up with expert Gina Dietrich of Ar ...

Released On: 4/1/2015
Views: 9061

Shweiki Media Printing Company Founder and CEO Travels to Pakistan to Compete in Fundraising Polo Match

Gal Shweiki--CEO and Founder of Shweiki Media and President of the San Antonio Polo Club--recently traveled with his team to Lahore, Pakistan to compete in The Seedout Polo Cup, a fundraising match benefiting the non-profit Seedout. The mission o ...

Released On: 3/31/2015
Views: 9416

Don't Connect Incorrectly: Shweiki Media Printing Company Presents a Webinar on Developing 15-Minute LinkedIn Strategies That Could Lead to Millions in Revenue

LinkedIn is a valuable too, and there simple strategies that--when utilized correctly--can lead to millions of dollars in revenue. Here Shweiki Media teams up with social media expert Kevin Knebl to present an essential webinar on strategically a ...

Released On: 3/26/2015
Views: 8767

Two-Thirds of College Students Will Spend $500 Or More On Spring Break This Year: Study Breaks College Media Presents The Results of Their Spring Break Survey

Study Breaks, a leading college life entertainment company, surveyed over 200 college students, asking questions about their Spring Break planning, spending and booking. Here, Study Breaks presents the results, including how much money students w ...

Released On: 3/13/2015
Views: 11540

Exactly What You Need to Know to Create The Perfect Pay-Per-Click Ad: Shweiki Media Printing Company Presents a New Webinar

Pay-per-click ads, when done correctly, have the ability to be very effective and help companies expand their reach and create more conversions. Here Shweiki partners with experts Alicia Lawrence and Katie Kelly to present a webinar on the absolu ...

Released On: 3/12/2015
Views: 10372

Get More Views Now: Shweiki Media Printing Company Presents the Ultimate SEO Checklist For Making Your YouTube Videos Viral

While everyone wants their YouTube videos to get millions of views and go viral, very few people are familiar with the tools and strategies that have the ability to increase the odds of this happening. Here Shweiki Media teams up with SEO expert ...

Released On: 3/11/2015
Views: 9437

Internal Sales vs. External Sales Representatives: Shweiki Media Printing Company Presents a Must-Watch Webinar to Help Publishers Determine Which is Right For Them

Advertising revenue is the lifeblood of magazine publishing, which means it's extremely important for publishers to figure out the most beneficial structure possible for their sales team. Here Shweiki Media teams up with John Lawo, Jr. of Magazin ...

Released On: 2/27/2015
Views: 8838

Optimizing Twitter Accounts: Shweiki Media Printing Company Presents a Helpful How-To Webinar

Twitter is straight-forward but extremely effective social media tool, and since its creation, it has helped both individuals and organizations alike generate millions of dollars. That said, it's important to know how to utilize it effectively, a ...

Released On: 2/19/2015
Views: 8462

Shweiki Media Printing Company Announces Print Sponsorship of the 28th Annual Old Settler's Music Festival

Shweiki is excited to announce that they will again be serving as a sponsor of Old Settler's Music Festival by printing all flyers, programs and mailers for the event. Old Settler's is a four-day event, taking place April 16-19 and featuring 30 m ...

Released On: 2/13/2015
Views: 9905

Generating and Capturing Blog Post Ideas: Shweiki Media Printing Company Presents the First in a Series of Must-Watch Webinars

Shweiki Media teams up with Gini Dietrich of Arment Dietrich to present a must-watch five-part video series on how to get blog posts read and shared. Here, in the first part of the series, expert Dietrich discusses how to effectively generate and ...

Released On: 2/13/2015
Views: 10259

Selling Quiz Sponsorships to Advertisers: Shweiki Media Printing Company Presents a Step-By-Step Guide to Success

Due to their shareability, effectiveness at reaching an audience, and ability to drive traffic, quizzes can serve as promotion and a great way to get advertisers involved. Here Shweiki Media teams up with Matt Coen of Second Street Promotions Lab ...

Released On: 2/6/2015
Views: 8607

Five Essential Rules For Successful Content Marketing: Shweiki Media Printing Company Presents a Must-Watch Webinar

Effective content marketing is a key component of success at any company, but in many cases, it's easier said than done. Here Shweiki Media Printing Company teams up with expert Marcus Sheridan of The Sales Lion to present a webinar with five ess ...

Released On: 1/30/2015
Views: 9579

Load More wait