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 under perform in OUR estimation. ...
19 May 2013 I know that we all feel at times as though our service and care of our clients goes unnoticed and unappreciated by them. We do...
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, they won't give you their...
28 April 2013 Here’s part two of letter that I received and recently published from a media negotiator whom I consider to be one of the best in...
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 invest money.
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 sometimes, we deliver the customer...
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, Les Boyle and I locked horns...
15 March 2013 If you haven't read the book, "Switch", I suggest you add it to your list. In this book, Chip and Dan Heath talk about change...
15 March 2013 Every month, we begin the climb toward achieving our monthly sales budgets. We all know that it's impossible to achieve those goals when we enter...
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 Principle, named after Italian economist...
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 we must have confidence in...
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 new accounts and up selling...
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 most common objections we encounter.
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" and "throw in" diminishes the...
