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21
MAY
2013
hwo to win the media sales lottery

We Could Have Won the Lottery, Couldn’t We? How to Win the Media Sales Lottery

Somebody finally won it. Can you believe someone is now about 600 million dollars richer? Sadly, that someone is not you. I always watch lottery fever with interest. When it gets to a certain point, people who never buy tickets are standing in lines at the Jiffee Trip. There is...
15
MAY
2013
Lessons for media sales

A Father’s Lessons and How They Apply to Media Sales

Like for many people out there, my dad was a big influence in my life. I found out after I had grown up that my dad was a very smart man. He did not get the chance to go to college or get an advanced degree, because his family couldn’t afford to send two sons to college and...
14
MAY
2013
be prepared for the next thing in media sales

What’s Next? (Because You Just CANNOT Live in Your Parents’ Basement!)

It was bound to happen. Just when I thought I had made it through the season unscathed, there in my mailbox was that thick envelope containing a relative’s graduation announcement (and wasn’t he only ten a couple of Christmases ago?). Graduation – that time when you are...
10
MAY
2013
media sales inventory management

Inventory Management for Radio: Rate Integrity or Fire Sale?

Radio sales managers are always faced with difficult decisions about where to set their rates and how to manage their inventory so that they can reach and exceed budgets. That’s the name of the game, right? The burning question is, what inventory strategy do you employ in order...
08
MAY
2013
You can recover your media sales mojo.

How You Lose Your Edge in Media Sales…and Get it BACK

Losing your edge is easy to do. You drift into complacency when it used to seem so easy to stay focused and on task. The sound of so many ringing bells in your busy over-extended life draws you in so many disparate directions. Just ask people who sell exercise equipment. They...
07
MAY
2013
The best way to inoculate your business from the vagaries of the economy is to plan ahead using media sales CRM and analytics software.

Do Your Media Sales Roar Like a Lion or are They Baaaaa-d Like a Lamb?

It’s warming up and the sun is coming out from behind the dreary winter clouds more often. It’s spring! For a second, anyway, because here comes the rain, a freeze and yes, even more snow in some areas. The freeze warning/watch stretched from Chicago to Missouri to Arkansas to...
01
MAY
2013
how to deal with media sales call reluctance

6 Ways to Beat Sales Call Reluctance

That’s right. Everyone, no matter what industry you are working in, has anxiety about failing that can turn into paralysis and loss of motivation and intensity. That anxiety leads to what is widely known in sales management circles as “call reluctance.” This is true...
30
APR
2013
How do you pick winners for your media sales team?

Picking Winners for Your Media Sales Force

You may not be into horses or horse racing, but for two minutes each first Saturday in May, it seems as if everybody has a favorite. When I was searching for a place to live in Louisville some eight years ago, I stumbled upon Churchill Downs. I drove into the empty parking lot,...
24
APR
2013
Get your media sales accounts in order with a CRM before you go on vacation.

Can a Vacation Really be a Vacation for Media Sellers?

I look at the office clock. It says 10:47 PM. Yep, you read that right…PM. Why so late at the office? Well, tomorrow I’m going on vacation. I am sure you have experienced this phenomenon. The promise of a few days off with the family at the beach or the mountains, or whatever...
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Recent Blog Posts

hwo to win the media sales lottery

We Could Have Won the Lottery, Couldn’t We? How to Win the Media Sales Lottery

May 21, 2013
Lessons for media sales

A Father's Lessons and How They Apply to Media Sales

May 15, 2013
be prepared for the next thing in media sales

What’s Next? (Because You Just CANNOT Live in Your Parents’ Basement!)

May 14, 2013

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Raise your hand if you love grammar!

I Could Care Less What Their Saying About My Grammer, Spelling, and Punct. Cos Its THEYRE Problem!

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Are you still sending messages one at a time?

Email Marketing for Media Sales: Three, Two, One…E-Blast Off!

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how to deal with media sales call reluctance

6 Ways to Beat Sales Call Reluctance

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