Here's how you can outsmart the competition with strategic thinking in media sales.

Outsmarting the competition in media sales through strategic thinking involves several key approaches. First, deeply understand your target market and tailor your sales strategies to meet their specific needs and preferences. Leverage data analytics to identify trends and opportunities that competitors might overlook. Innovate with unique selling propositions and creative solutions that differentiate your offerings. Build strong relationships with clients through exceptional service and personalized interactions. Continuously monitor competitor activities and adapt your strategies accordingly. Finally, invest in ongoing education and training to stay ahead in industry knowledge and skills.

Every company has a key objective associated with their media buys. Learning where your products align with that objective allows you to ask your clients the right questions. Those answers will allow you to understand their business and craft a consultative partnership with that potential partner.

El exito siempre está saber aplicar la estrategia contra la fortaleza de la competencia y mucho más saber aprovechar las debilidades.

Media sales people are always complaining the "the big accounts are already taken". As a Media sales person it's your job to find smaller, similar businesses and make them a big account by helping them grow their brand recognition. I have several accounts that started out as "the little guy" and though a dedicated and on-going campaign have grown to be one of the"big guys" Never underestimate a potential client. See who your competitors are going after and call on like businesses.

Position the product, the offer, and your case studies to win business in media sales. Also, continue the follow-up to build a robust pipeline. You never know when a brand's media budget is up for RFP.

One thing I have found helpful is using Agile approach. Even customer’s needs and wishes evolve so instead of delivering the final product/service which you have spend time building based on the initial brief, deliver it in steps. This gives clarity to the customer not only on the timeline but also in the direction in which proposed solutions are going. Customer can always include their new or revised needs and when you are delivering it in stages you still have the chance to respect their wishes/needs and customize solution without having to redo everything.

Most sales people are great talkers but not active listeners. To gain the respect of a client or potential client you need to listen more and sell less. Find out what the clients' needs are, what are they trying to accomplish, what have they tried before that worked or failed. Ask good questions about their business, their customers, and who they are still trying to reach. Only then can you develop a Media Plan they will feel comfortable buying into. Also, don't forget to visit with them occasionally just to say hi, bring treats to their staff, send them a card of thanks....above all don't try to sell them on these calls...just let them know you appreciate them.

One thing I’ve learned in my journey is the undeniable power of clarity. Asking the right questions rather than acting on assumptions can make all the difference. Clients appreciate knowing that you truly understand their brief, and this precision is key to building lasting relationships.

Focus on a client's niche and market. Get focused on what they actually need (what are their KPI's / business objectives). Also, give them case studies, testimonials, and a full solution that is geared toward them specifically. For instance, my good friends are the founders of Dineline (Restaurant Marketing Agency). DL only offers 1 agency service for Restaurants doing at least $500k/year (per location). This has helped them attract the right customers and develop a great offer.

Develop new front-end offers that bring new customers and existing prospects back in the door. Offer free media audits, webinars, ebooks, consultations ... Anything that solves a problem and offers value. This will help you sell and make at lot of money.

In 2020, TikTok launched its campaign ‘Don’t Make Ads, Make TikToks’ to get brands using TikTok for ads as a break away from traditional channels. It was a masterclass in B2B Marketing: TikTok reps were armed with reams of data showing how the native style leant itself to more engaged audiences & toolkits of how to use TikTok’s features to make ‘TikToks, Not Ads’. Videos of TikTokers promoted the platform, content series in partnership with leading trade publications and one of the most catchy slogans that I still hear used today. It positioned TikTok as the fun, playful cousin to your boring, formulaic and functional adverts. And it worked. TikTok defied all the other platform forecasts and continued to add millions in revenue over time.

Tailor strategies for specific markets/industries. An e-commerce supplement brand needs to be treated differently from a tier 1 automotive OEM. Also, package an offer that projects an ROI. You should be selling packages that offer a direct ROI based on the client's objectives (do they want online sales? Butts in seats? Leads for a sales team? Local Appointments?). Figure out what they want and sell them dollars at a discount in the future.

Partnerships are one of the strongest ways to be a great warm lead flow. At my agency Bread Loaf, we have strategic partnerships with other agencies and tech partners that send us qualified leads.

I have forged a terrific partnership with a local radio group. They are now a Media Sponsor for our Best of Omaha contest. Establishing strategic partnerships enhances your reach and credibility and lowers the risk of being called just a "competitor" you are now a "partner".

One proven strategy businesses adopt to differentiate themselves in the marketplace and dust competition is Cost leadership. It’s about being efficient, scaling effectively, and cost management. The main objective? To achieve economies of scale so that you can offer at a price below that of competition, while still maintaining healthy profit margins. It involves streamlining processes, embracing innovation, reducing waste, strategic supply sourcing, and optimizing operations to reduce production costs. This strategy can attract price-elastic customers and help you gain more market share. So, it’s a win-win! Differentiating your business through cost leadership can give you a competitive edge without compromising quality or margins.