Winning the Daytona 500 is just one stop on your quest to auto racing greatness. It’s more than going fast. It requires a plan. Race crews test and create a unique plan for each race and race track. As I travel Read More
January 1st is a fresh start date for most folks. But for me, fall always signals that “new beginnings” feeling. I may not have a new Star Wars lunch box anymore… But my pencils are sharpened, and I’m ready to take notes Read More
People say there is power in the words you use, so I did a little research into the most potent power words to suggest in my media sales training. I looked for words that evoke emotion; words that show proven power in Read More
Today we’ve got another Million Dollar Idea for you from our most recent CEO Summit in Denver. Kevin VanGundy shared his tips for focusing your revenue growth strategy no matter the size of your publication. Publisher: Kevin VanGundy, Publisher Magazines: Beacon Senior Read More
… And You’re Not Taking It. Sales. Selling. Not for everybody. Thick skin required. Every sales rep has their tricks – the little things they do that gives them an edge over others. But the big secret may actually be time, Read More
I have a number of business quotes I’ve found to be true that I live by and share in my ad sales training. One of my favorites is, “Always be looking for repeatable patterns of sales success.” That advice most definitely applies Read More
I often encounter advertisers who think digital advertising is less expensive than print. Then I spend some time explaining how it’s not an “either-or” mindset. A combination of print and digital works best and drives your highest ROI. I show advertisers that using both traditional Read More
“Motivation gets you started, habit keeps you going.” –Jim Ryun Successful salespeople find ways to stay motivated. But what about developing good habits? You know, a tendency or practice that’s actually hard to give up. In my sales workshops, I teach sales Read More
Storytelling in micro-moments. We know video is a hot trend these days but let’s pay attention to the meteoric rise. (Maybe explosion is a better word.) According to Cisco, 82% of internet traffic will be through video by 2021. Video can no longer Read More
Everyone in media sales knows this– it’s incredibly tough to get meetings with potential advertisers today. Is there some magic formula to reel them in? No. The key to generating new business is to perfect your prospecting process. (Say that fast 3x!) Read More
