17 05, 2016

What Just Happened Here?

By | 2016-05-17T19:15:29+00:00 May 17th, 2016|Blog, Customer Service, Media Sales|0 Comments

The meeting is going along swimmingly. You prepared for it, you know their objections and have a solid plan for them. This is a big one – and you have been working for a long time with the promise of a big payoff.  Ideas are flowing and strategies plotted. You are talking to the decision [...]

26 08, 2014

Do Your Media Sales Clients “Get” You?

By | 2015-12-24T15:05:27+00:00 August 26th, 2014|Blog, Customer Service|0 Comments

People "get" Southwest. Do your customers easily understand your product?A Southwest Airlines flight attendant, 1972 (i.imgur.com)/em> One thing that many people will admit to is that they hate change. They really dislike having their proverbial cheese moved. A great example is the negative and profound feelings people have in response to changes at [...]

15 08, 2014

Flying By and Flying High in Media Sales

By | 2015-12-24T15:05:27+00:00 August 15th, 2014|Blog, Customer Service|0 Comments

Do you make your key media sales clients wait in line like everybody else?Passenger lobby at San Francisco International Airport, 1954. SFO Museum 2011.032.0406. http://www.flysfo.com/about-sfo/history-sfo. With a couple of full months of travel looming, I applied for my KTN — Known Traveler Number – so I can use the TSA approved line. Why I [...]

29 04, 2014

A Fresh Pair of Eyes Can Help Even in Media Sales

By | 2015-12-24T15:05:27+00:00 April 29th, 2014|Blog, Customer Service|0 Comments

You might have too much baggage!American women's jazz band, the Ingenues, Central Station, Sydney, late 1920's. Sam Hood, photographer. State Library of New South Wales, Australia. I was recently watching the coverage of the on-going search for the missing Malaysia Airlines plane. The satellites and the pings from the black box had narrowed [...]

4 03, 2014

Let the Good Times Roll! Every Day in Media Sales is Mardi Gras

By | 2015-12-24T15:05:52+00:00 March 4th, 2014|Blog, Customer Service, Media Sales|0 Comments

Use your media sales CRM and analytics solutions to prepare for leaner times.Mardi Gras, New Orleans, the Red Pageant, c.1905. Detroit Publishing Company, Library of Congress. Costumes, elaborate masks, feathers, beads, and indulgence. A date with Dennis Rodman? Not this time – it’s Mardi Gras! This is the day of floats and fattening [...]

13 02, 2014

Can YOU Be Trusted?

By | 2015-12-24T15:05:52+00:00 February 13th, 2014|Blog, Customer Service, Media Sales|0 Comments

Make sure there's nothing fishy about what you say you and your media sales organization can deliver.Workers at the Goldish Fish Company in Duluth, Minnesota, going out on delivery, c.1920. Jewish HIstorical Society of the Upper Midwest. Have you ever seen a sign bearing the following set of letters: DWYSYWD? Many people may [...]

14 01, 2014

The Magic in Making the Sale

By | 2015-12-24T15:05:52+00:00 January 14th, 2014|Blog, Customer Service|0 Comments

Work your magic to make the sale!Walt Disney with Mickey Mouse drawing, 1931. Harris & Ewing, photographer. Library of Congress. Last fall I attended a couple of talks by Richard Sherman, who, along with his brother, wrote the music for the Disney movie Mary Poppins. He related stories about the difficulty encountered by [...]