Category Archives: Strategy & Customer Needs Analysis

Interrogate the Numbers

Interrogate the Numbers

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 what I’d like to share with you today. A long time ago I was working at hot little

It Just Feels Right

It Just Feels Right

Having been married for quite some time, and to the same person, AJH, I have over time learned a very valuable lesson in husband and wife relations. Some may agree or disagree, and even if you take the guidance of John Grey’s book, Men are from Mars and Women are from Venus, that proposes that

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

The Love of Continuity

The Love of Continuity

I was reading recently an article about direct mail and the selling of continuity. It related to a client who sold vitamins, their objective was of course to sell pills, capsules and beauty products. The next objective according to this article was to encourage buyers to sign up for an automatic shipment service* Benefit to

Ask Their Opinion

Ask Their Opinion

One of the best pieces of advice I was given to help remove the barriers to success with an advertiser, is to ask them their opinion on something. How I do it is usually after I have had the initial consultation with the client, gone through my sequence of questions to discover if they have

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