27 October 2013 While working my way through the stack of business books accumulating on my bedside table, I came across some valuable...
29 September 2013 Ever heard of Zipf’s Law? If you are selling a product, then you need to study this natural phenomena. Mr....
15 September 2013 The Baker Retailing Initiative at Wharton School of Business conducted a Retail Customer Dissatisfaction Study. This study exposed some very...
4 August 2013 One of my favorite definitions of the marketing process is this: “Marketing is the buying and selling of things with good...
21 July 2013 Much of what we communicate to our clients is not what we SAY. Albert Mehrabian, who was a research pioneer...
7 July 2013 We’ve all had a salesperson who has excellent skills, seems to enjoy selling and yet consistently under performs. At least, they...
19 May 2013 I know that we all feel at times as though our service and care of our clients goes unnoticed and...
6 May 2013 In a recent newsletter, we were discussing ways to get our prospect’s time. “If they won’t give you their time,...
28 April 2013 Here’s part two of letter that I received and recently published from a media negotiator whom I consider to be...
15 April 2013 It’s an age-old adage we all know to be true. Unless our prospects invest time with us, they usually won’t...
7 April 2013 These 17 Secrets are meant as life-lessons. I thought they were particularly appropriate as secrets for success in sales also....
1 April 2013 Most of our clients will measure the success of their advertising with us by the growth of their business. But...
24 March 2013 One of my dear friends owns a large media buying company in the United States, ROI Media. When I managed radio stations,...
15 March 2013 If you haven’t read the book, “Switch”, I suggest you add it to your list. In this book, Chip and...
15 March 2013 Every month, we begin the climb toward achieving our monthly sales budgets. We all know that it’s impossible to achieve...
15 March 2013 “80% of our business comes from 20% of our clients.”Ever heard that bit of wisdom? It’s known as the Pareto...
15 March 2013 Someone once said, “Sales is the transference of enthusiasm from one person to another.” This is true. It is also true that...
7 March 2013 What is a great salesperson? The one with the highest billing on the station, right? The person who is constantly bringing in...
17 December 2012 I bet you’ve heard that sentence at least once in your career. Whatever media you represent, it’s one of the four...
17 December 2012 “We’re just going to “throw in” these 10 free spots per week.” “We’re just going to “throw in” a weather sponsorship.” Notice how the use of “just”...
