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,Continue Reading

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 livingContinue Reading

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 myContinue Reading

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