The smartest of us in media sales know that we’re back in school. It is no longer enough to have that winning smile and great personality in advertising sales. To sell digital media and secure the most promising ad sale jobs, you have to know digital media and the concepts that envelop this exciting, evolving industry. Don’t get me wrong, you need to BE a salesperson as well in order to truly succeed in this field. But without a dedication to learning (and continuing to learn) the conceptual knowledge that surrounds digital media sales and marketing, you might as well find something else to sell.
“You have to immerse yourself in digital media – its terminology, concepts, ideas, trends and its major industry players,” says Brian McFarland, Eastern Sales Director for VideoEgg (the most innovative rich media advertising network in the country) when teaching the Media Recruiting Group sales course called “Strategic Selling for the Digital Age”.
So, in addition to becoming a “lifetime student”, what else does it take to be successful as an advertising salesperson in the digital media world? Digital agency and ideally client contacts are crucial in this market. But is this enough? Media companies and media recruiters are looking for candidates who are ambitious, proactive and have a successful selling track record. They also look for people with tenacity, problem-solving skills and the ability to listen and absorb information. Last, they want someone who is prepared, strategic, and will close business.
Below are 10 essentials for a successful career in digital media sales that will help propel you to greater heights and achievements in the online and mobile “Mediasphere”.