10 April 2016 Peady's Selling Engagement sponsored by IRD Prospect Fact: Selling is a learned skill - so if you are new to media sales, an experienced sales...
3 April 2016 Peady's Selling Engagement sponsored by IRD Prospector As regular readers know I work with media sales people all around the world - in big,...
28 March 2016 Peady's Selling Engagement sponsored by IRD Prospector As kids we were told corny jokes by our dad and typically we’d roll our eyes and respond “ooooh...
20 March 2016 Peady's Selling Engagement sponsored by IRD Prospector One of the most common issues to arise in discussions with clients and potential clients is the subject of...
13 March 2016 Peady's Selling Engagement sponsored by IRD Prospector Finding new clients or customers is often the first topic that most sales people want help with, whether...
6 March 2016 Peady's Selling Engagement sponsored by IRD Prospector “Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect”. This brilliant quote comes...
28 February 2016 Peady's Selling Engagement sponsored by IRD Prospector Does networking seem like too much work? Is it just socialising that’s fun without bringing you the results you expect,...
21 February 2016 Peady's Selling Engagement sponsored by IRD Prospector Heard of the rule of three? It states that concepts or ideas presented in threes are inherently more...
14 February 2016 Peady's Selling Engagement sponsored by IRD Prospector A long time ago one of my sales managers said to me “Stephen when a businessman invites you...
7 February 2016 Peady's Selling Engagement sponsored by IRD Prospector Fact: Sales managers can only control two things. The activities of the salespeople Themselves Given that situation has your sales...
24 January 2016 Peady's Selling Engagement sponsored by IRD Prospector One of the biggest challenges for a media salesperson, particularly those new to the game, is becoming stranded...
18 January 2016 It’s all over for another year, the crazy lead up to Christmas, the presents, the parties, New Year’s Eve, all over, done, just another memory...
13 December 2015 Peady's Selling Engagement sponsored by IRD Prospector The ugly truth: There's no point in creating proposals that go nowhere. Is this you? You spend half a day...
29 November 2015 Peady's Selling Engagement sponsored by IRD Prospector So, what are you afraid of? Prospecting Asking for an appointment Meeting with a senior decision maker Conducting a business focussed meeting Dealing with...
22 November 2015 Peady's Selling Engagement sponsored by IRD Prospector Have you been in this position? I was talking with a radio salesperson last week and she was...
15 November 2015 Peady's Selling Engagement sponsored by IRD Prospector “If you don't like change, you're going to like irrelevance even less” - Eric Shinseki (former US Army...
14 November 2015 "Too many sponsors are being lost," radioinfo columnist Stephen Pead told the CBAA Conference. Media businesses are losing 20-30% of customers each year due...
25 October 2015 Peady's Selling Engagement sponsored by IRD Prospector However good your product or service is, the simple truth is that no-one will buy it if they...
18 October 2015 Peady's Selling Engagement sponsored by IRD Prospector Want to join the elite? You know the best of the best, the stars, those that earn the...
12 October 2015 Peady's Selling Engagement sponsored by IRD Prospector Fact: The average media sales person loses around 20-30% of their client base every year. Why? There are...
6 October 2015 Peady's Selling Engagement sponsored by IRD Prospector The other day I discovered a couple of interesting pieces of research on B2B selling – 75% of...
27 September 2015 Peady's Selling Engagement sponsored by IRD Prospector 'Last week the legendary New York Yankees baseball player, coach and manager Yogi Berra (below left) passed away. Yogi...
20 September 2015 Peady's Selling Engagement sponsored by IRD Prospector Many business owners these days complain of not being heard and not being listened to. The main culprits...
13 September 2015 Peady's Selling Engagement sponsored by IRD Prospector One of the most enjoyable things I get to do is work with sales teams in the set...
6 September 2015 Peady's Selling Engagement sponsored by IRD Prospector The man everyone is talking about, Jarryd Hayne - from the Parramatta Eels to the San Francisco 49ers, an...
30 August 2015 Peady's Selling Engagement sponsored by IRD Prospector Selling media is a great job but sometimes even the best of us fall into a slump and...
16 August 2015 Peady's Selling Engagement sponsored by IRD Prospector In conducting sales manager coaching, I often challenge them to make their meetings more valuable, more interesting and...
9 August 2015 Peady's Selling Engagement sponsored by IRD Prospector A sales referral is among the most valuable prospecting sources available to a salesperson. Gold! My definition of...
2 August 2015 Or you could say, "God gave us two ears and one mouth, so we ought to listen twice as much as we speak." - Irish Proveb...
26 July 2015 Peady's Selling Engagement sponsored by IRD Prospector Emails are a key part of any media sales person’s armory. Of course the challenge is to use...
