Which Came First − The Music or the Sale?

“Without sales, no one at the station will get a paycheck.” (Quote from anyone in sales management.) “Without music/sports/controversial talk show host, you won’t have anything to sell.” (Quote from anyone in programming.) The program director is responsible for...

Steps to Keep Your Media Sales Fit

Whether I am dressing up to go to a nice dinner, wearing business attire, or just in my jeans, I can be found sporting that tell-tale little teal colored rubber bracelet with the tiny flashing lights on my left wrist. Those not yet in the club wonder why I wear this...

Do Your Media Sales Clients “Get” You?

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 Facebook. Just about the time that everyone seems...

Every Day in Media Sales is Like a Rock Concert

It is no surprise to anyone who knows me that I have been using all of my connections to get tickets to Bruce Springsteen and Paul McCartney as they tour this spring. If you are a “friend” of the venue, you get to buy before the public. Those with a particular credit...

How to Keep Your Media Sales From Blowing

Like most of us in media sales, I talk to people all over the country every day. The theme for the past several months has been the same – this winter has been brutal! It has been cold in Florida, brutally cold in Boston, windy and cold in Chicago, snowing and cold in...