Sally Kohn Q&A | Local Broadcast Sales

Interview with a General Sales Manager – Part 5

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

How can I increase my ability to be creative and innovative for my clients?
My manager is not good on sales calls with my clients, but I have to bring her on six calls per month. What can I do to improve the awkwardness this creates?
There are several car dealers in my market that air on only one station because that’s what their competitors do. How do I break this mentality?
How can I get in on home builder/developer “Grand Opening” activities?

Interview with a General Sales Manager – Part 4

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

What are the three most important things for me to do as I manage my active account list?
I’m new to broadcast, but have a marketing background. How can I get comfortable making cold calls?
What is the best thing for me to do in the first 30 minutes of a typical selling day?
How do I work around an agency that doesn’t seem to pass my ideas on to the client?
What do I say to an account that says all their advertising must go through their agency?

Interview with a General Sales Manager – Part 3

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

When does it makes sense for a rep to bring their manager in during the selling process?
When should a rep definitely NOT bring their manager in during the selling process?
What should a manager do when they are on a sales call with a rep?
What should a manager NOT do when they are on a sales call with a rep?
What can managers do on a more regular basis to make it easier for their reps to deliver results?

Interview with a General Sales Manager – Part 2

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

What are three things a rep can do to stand out from other media in the market?
How should a rep’s typical day be divided up?
What are some good, but lesser-used sources for leads and potential prospects?
As a manager, when do you tell a rep that they’ve put enough time into chasing a prospect and tell them to focus elsewhere?
How often should a rep be in contact with each client?

Interview with a General Sales Manager – Part 1

Best Practices, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

What should I always have with me on a sales call?
What should I be doing in between sales calls?
What times during the day tend to be dead times that I can use to my advantage instead?
How should I prepare to take rates and packages to my manager for approval?
What can I do to persuade my manager to approve a package for a specific customer?

Interview with Sally Kohn – Part 3

Best Practices, Competition, Prospecting, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, discusses how she gets reps out the door and into the field, managing advertisers that are preempted for political ads, and how a rep can prepare and manage advertisers!

Interview with Sally Kohn – Part 2

Best Practices, Competition, Prospecting, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, discusses how a seller should handle complaints about business decisions made by their station’s management team, how many new accounts a seller should get each year, how managers expect their sellers to stay self-motivated, and how to manage your manager!

Interview with Sally Kohn – Part 1

Best Practices, Competition, Prospecting, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, discusses some of the basics she needs from her sellers, how to find new business opportunities, some key things you should know about your station’s audience, and much more!