With the cost of acquiring new customers mounting, many media companies’ customer bases are shrinking due to lost confidence of advertisers and consumers alike. Referrals are often one way to get your additional advertising sales without too much additional work. If you learn these three simple referrals systems you’ll avoid the disappointment of cold calling,…

I met up with a radio sales guy last week. Dan’s a good bloke and a sharp sales guy. It’s the start of the year and we’re trying to work a few clients together. Him, sales – me, creative. His station is struggling in the market at about number 6. Not bad if you’re in…

It was one of the toughest decisions I ever faced in business. I was running a media business and needed to appoint a strong number 2 – probably the person that would take over from me. And there was no shortage of candidates. Two strong contenders from within, and a clutch of up and comers…