Category Archives: Prospecting & Lead Generation

The Leads Are Weak!

The Leads Are Weak!

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 scenes at a real estate office. In one scene Jack Lemmon, after working all evening on the phones trying to sell real-estate,

The “Introductory” In-House Event

The “Introductory” In-House Event

The in-house, in-office, “introductory” event has long been the part of software companies and medical companies sales strategies. Believe it or not, for media companies as well. The most successful media companies in the world DEMAND attendance to these events sometimes once a year, sometimes more. I have, for over 30 years, made my living

Are You A Media Sales Person or a Mechanic?

Are You A Media Sales Person or a Mechanic?

This month’s guest contributor is Stephen Pead. He is a 30 year veteran in all things media. He has worked closely with Mike Brunel over the last 12 month conducting an extensive 3 day boot camp. Over 300 direct media sales and management have attended these workshops with amazing results. The Right Prospect In my

Call Up and Introduce Yourself

Call Up and Introduce Yourself

I was talking to a real-estate friend over the weekend and he told me an interesting story about opportunities and how just maybe, they might be right in front of your face. In any given real-estate market in any city in any country, the houses for sales with all the real-estate companies add up to

The Old Leaky Bucket

The Old Leaky Bucket

I was asked  the other day from one of my favourite salespeople about retaining clients. These days they seem to be “leaking a lot lately” he said, and how do you stop the leaks. Here are a couple of ideas. Do not stress. I think that we do stress a little at times on our

Updates to Your Inbox

Receive notifcation of great new content on Talking Media Sales, our subscriber exclusive monthly Inside Media Sales and Call to Action newsletters, and be the first to know about exciting new products when we launch them.

As a thank you, you will also receive our latest report, "The 9 Most Dangerous Mistakes Media Sales People Make With Direct Advertisers."