Prospecting & Lead Generation
The leads are weak is a well-known phrase from the movie Glengarry Glen Ross starring Al Pacino, Jack Lemmon, Alec Baldwin, Alan Arkin. The movie is an examination of the machinations behind the sc [more]
Strategy & Customer Needs Analysis
About 10 years ago REM released a greatest hits album titled “Part Lies, Part Heart, Part Truth, Part Garbage”. I have always been a fan of their music and that album title is a nice segue into wh [more]
Objections & Closing
Someone asked me a tough question the other day – what was the best business advice I had ever received? I settled my answer on a negotiation course I attended as a young manager, a two-day event [more]
Training & Personal Development
I am not for one minute advocating that you teach your advertisers to stretch the truth, but what you can do is tell those stories about the power of advertising and teach them that with good copy and [more]
Appointments & Relationship Building
Have You Played the Before During and After Game?
Every sale is made before, then during, and then after the sale. We can influence all of these areas and ultimately in a certain way that a sale is almost guaranteed. So what do I mean?
Proposal Writing & Presentations
The market for something to believe in is, I believe, infinite. Just take a look around at the way people gravitate to self-help gurus in their pursuit to do better in any number of ways. Bookshops, [more]
Customer Service
As salespeople one thing we cannot survive without is the customer. In my business and I am sure yours, everything actually revolves around the customer.
Sales Management
I believe focus is the greatest challenge for media salespeople today, and it’s the greatest single solution to their many challenges.

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