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  • Writer's pictureLiz Hayes

Unleash your sales potential with these crucial insights

As we gear up for an impactful Q3, it's crucial for sales representatives to equip themselves with the right tools and strategies to ensure the year ends on a high note. Peter Lamb, of Lamb Consulting, shares invaluable advice to empower sales professionals like you to thrive. Here are some key points to consider as we head into the second half of the year.

1️⃣ The Art of Asking Clarifying Questions

The power of asking the right questions cannot be overstated. To truly understand your clients' needs and aspirations, engage them in meaningful conversations, but always let them do most of the talking. Encourage them to share by asking clarifying questions to better understand their advertising and business needs.

2️⃣ Focus on Your Clients' Roadmap

Discovering your clients' focus for the second half of the year is pivotal. Whether it's attracting new customers or boosting the spend from existing ones, understanding their objectives provides you with a roadmap for success. Leverage this knowledge to align your strategies, ensuring you're well-prepared to support their goals effectively. Ask them what goals they plan to reach by the end of 2023, and be sure to come back with a solution to help them get there.

3️⃣ Embrace Self-Improvement

Continual self-improvement is a sign of a remarkable sales representative. Take a proactive approach by seeking feedback from your clients on your performance and how you can enhance their experience. By engaging in such conversations, you demonstrate your commitment to providing exceptional service and foster deeper connections with clients. It's also a great way to keep the client talking!

4️⃣ Unleash Your Curiosity

Top-performing reps display genuine curiosity about their clients' businesses. Show a keen interest in their latest products, services, and advancements. By asking thoughtful questions and showing a genuine desire to understand, you forge stronger connections and position yourself as a valuable partner. Savvy business owners can tell if you genuinely care about helping them succeed.

5️⃣ Personal Touch Matters

Building rapport goes beyond business discussions. When appropriate, take a moment to notice personal elements during your interactions. A unique piece of artwork, a photograph, or any other intriguing item can provide an opportunity for a meaningful conversation. Cultivating personal connections enhances trust and strengthens your client relationships.

6️⃣ Harness the Power of Video

In today's dynamic marketing landscape, video has become an indispensable tool. Discuss the significance of incorporating a video branded content strategy into your clients' marketing plans. Showcase the benefits and demonstrate how it can amplify their brand visibility and engagement (check out our video series here!).

As we step into Q3, let's embrace these insights from Peter to drive our sales efforts to new heights. By asking the right questions, adapting to our clients' needs, and fostering meaningful connections, we set ourselves up for great success in 2023 and beyond!

Need some help getting your branded content strategy off the ground? Or looking for turnkey sales products to take the heavy lift off of your organization? Email us at or for solutions!


The Meta Branded Content Project is designed through a strategic partnership between the Meta Journalism Project, Local Media Association and the Local Media Consortium to help facilitate additional growth, engagement, and revenue success for more publishers of all shapes and sizes.

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