Hi. I'm Doug Lessells. On behalf of everyone at SalesFuel, we welcome you to this month's featured Sell Smarter Award — where we honor excellence in media sales.

Kristen Robinson, an Advertising Account Executive from Charter/​Spectrum South Eastern Division, was a 20-​year veteran of broadcast marketing before making the leap to sales last year. 

“I started almost a year ago in this position, never having any prior sales experience,” said Robinson. “A lead came in from a quick service restaurant with 39 locations and wanted to see what the options were for advertising. They hadn’t done any media advertising in 30 years.” 

Robinson met with the potential client, but her pitch was politely declined. 

“I kept building the relationship and kept going after it,” said Robinson. “Month after month the answer would be ‘No.’” 

While new to sales, Robinson knew she couldn’t give up. And with the help of the AdMall Minute email, she gained insights into daily sales tips, and articles that helped her gain a mental edge. 

“With the guidance of my manager, we came up with a ‘logo’ only sponsorship option for them,” said Robinson. “I pitched it and I got a ‘Yes.’” 

Robinson’s client signed an annual contract for $100,000. According to her, they love having their logo on display during the local weather segments. They are also in discussion with Robinson for a college football package in late 2020. 

To read more about this winner, along with submitting your own story for a chance at a Sell Smarter Award, please visit SalesFuel​.com/​SSA.