Listen more to sell more. It’s a premise that sounds so simple. And while most salespeople will tell you they’re really good listeners, I’ve sat in a number of calls, and I know that’s not actually the case. Here are 10 key Read More
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
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
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
“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
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
According to Forbes, 5G is the future of mobile, chat bots are going to go from good to great, connected clouds will transform our lives. And let’s not forget the cool new advances in development for AI and AR. So what does Read More
Twas the week before Christmas……..and next a New Year, We’ll toast and roast and have lots of good cheer. Here’s some top tips if it’s ad sales you seek, We’ll start with new content in January, first week! Don’t Grinch Out! Sales Read More
Is your turkey going to be fried, smoked, roasted or butterflied? Where do you stand on sweet potatoes? (Or your father-in law, for that matter.) Are you for or against pumpkin pie? And what’s up with those vegetarian cousins who want to Read More
Prospecting is hard work. You can have the best product and be the best closer in the world, but if you don’t know how to prospect new business, you are not going to get anywhere. So where do we start? How can we Read More
