I am asked by media sales people all the time, how they can prospect better. It does not matter if you sell TV, radio, newspaper or online, prospecting is the[...]
We all know that most advertising is mass marketing. We work with clients to construct an advertising campaign, select the times, programmes or sections of the newspaper or website and[...]
Not all advertisers suck, but some do. In my new book ‘The Desk Closest to the Door – How to Master the Art of Selling Direct Media’, I talk about knowing the difference between a good client and a bad one.
My friend Hayley is an awesome salesperson. She worked for me for many years at NRS Media, now she is a mum of two beautiful children and is settled back[...]
An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman (affiliate link). I decided to drag it out[...]
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[...]
Here are 5 tips to kick start your week and help you serve your clients better. Talking to them – I know this sounds simple, but everyone is focused on[...]
It was one of those breakthrough comments that changed the way we worked. We were in the throes of a brainstorm, trying to conjure up new ways of recruiting radio[...]
Every year, all over the world, media companies will lose about 20% of their clients off direct media client lists – guaranteed. We call this the “conveyor belt theory”, where[...]
Every second weekend I pull my ‘swimmers’ on and join about 2,000 other people in an Ocean Swim somewhere in Australia. They’re lots of fun and always a challenge because[...]
