Strategy & Customer Needs Analysis
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[...]
Category: Strategy & Customer Needs Analysis
Strategy & Customer Needs Analysis
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[...]
Appointments & Relationship Building · Prospecting & Lead Generation · Strategy & Customer Needs Analysis
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[...]
Strategy & Customer Needs Analysis
Close Up Your Media Company
Membership and exclusiveness need to drive our offers, and to collaborate with entrepreneurs like the Facebook friend I mentioned at the top of this article.
Strategy & Customer Needs Analysis
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,[...]
Strategy & Customer Needs Analysis
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[...]
Strategy & Customer Needs Analysis
66 Ways To Eliminate Weak and Wasteful Advertising
Over the next few months we will be publishing excerpts from one of our newspaper contributors Graham Barr’s report – 66 ways to eliminate weak and wasteful advertising. We will[...]
Strategy & Customer Needs Analysis
Cupcakes For Your Advertisers?
We often do not get a lot of opportunity to make good impressions, with the pressure of real time targets, management and ownership pressure these types of ideas get lost. So, next time stop, take a deep breath and make that little bit more effort and “surprise” your clients with the little things, they do work and are appreciated.
Strategy & Customer Needs Analysis
Soup Anyone?
This week’s success story is about soup, or more specifically, how a media company got an advertiser to think outside the box and make soup for his customers. Get the[...]
Strategy & Customer Needs Analysis
What You Think Does Not Matter
“Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect” –William Clement Stone. I get to hear good stories from all over the world as[...]
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