Andrew Davis


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Reboot Ride-Along #12: Do Not Watch This – Media Executives Only

Publishing

For 22-weeks we’ve been working together to Reboot our media sales career. We’ve addressed the temptation to overpitch and the opportunity to take shorter meetings. We’ve looked at some clever [...]

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Reboot Ride-Along #11: The Call (Reboot Paydirt!)

Publishing

For 22-weeks we’ve been working together to Reboot our media sales career. We’ve talked about setting the tone for our meetings and addressed the temptation to overpitch. We’ve discussed how [...]

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10 Tips to Reboot Your Media Sales

General

As media has continued to evolve in the digital era so too has media sales. In order to be successful in today’s (and tomorrow’s) media landscape, salespeople must learn new [...]

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Reboot Sales Tip #10: Keep the prospect inspired as soon as you leave the pitch.

Publishing

Your pitch isn’t over when you leave. Any salesperson worth their salt knows this, but what are you doing to keep your prospect inspired? What are you doing to make [...]

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Reboot Sales Tip #9: Pitch with unbridled enthusiasm.

Publishing

How can you expect prospects to be excited about your pitch if you don’t seem excited about your pitch? Pitching with great enthusiasm is one of the easiest things you [...]

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Reboot Sales Tip #8: No excuses.

Publishing

Starting a pitch to a potential client with a bunch of excuses sets the entire meeting off on the wrong foot. I don’t care if you’re late, or if you [...]

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Reboot Sales Tip #7: Make assumptions. Assume you know exactly what your client is trying to do — and sell more.

Publishing

Sure, solution-selling is easier than crafting a pitch. We show-up, ask a bunch of questions, and come back with a proposal designed to address the prospect’s needs. But put yourself [...]

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Reboot Sales Tip #6: Remove all the slides about you and your organization before the pitch.

Publishing

Earn the right to talk about yourself and your organization at your sales meetings. Instead of wasting valuable pitch time talking about who you are, what you do, who you [...]

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Reboot Sales Tip #5: Consume your prospect’s content. All of it. Before you pitch anything.

Publishing

If you’re walking into a prospect’s office today before you’ve consumed all of their content (or as much of it as you can stomach), you’re missing the single largest opportunity [...]

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Reboot Sales Tip #4: Stop scheduling 1-hour pitch meetings. Schedule 30-minute meetings & only use 20.

Publishing

Your pitch meetings are too long. Remember, all you need to do is persuade your prospect to say yes to one thing at a time. (I call this the YESsence.) [...]

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Reboot Sales Tip #3: Build anticipation for your pitch meeting.

Publishing

What are you doing to raise anticipation for the sales calls you have tomorrow? What can you do to increase their enthusiasm for the products and services you plan to [...]

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Reboot Sales Tip #2: Cut 70% of your presentation.

Publishing

Our presentations are full of stuff we don’t need. Before you head out on your next sales call cut 70% of your presentation. Seriously. Focus entirely on the 30% of [...]

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Reboot Sales Tip #1: Stop creating presentations. Start crafting a pitch. (There’s a big difference.)

Publishing

Instead of putting together a presentation for your next sales call, craft a pitch. A pitch is specifically designed to persuade someone of something. In our case, we’re trying to [...]

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Andrew Davis: “It’s Time to Unbundle Our Brands”

Publishing

As publishers, information overload presents us with tremendous new opportunities to leverage the power of a subscription. Instead of chasing the social stream, it's time we focused on being a [...]

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Dissecting the New Media Life Cycle

Publishing

If you're going to be successful in the fast-paced digital world in which we compete, you must take a proactive and strategic approach to discovering, understanding, evaluating, and eventually investing [...]