Appointments & Relationship Building
Still Not Getting Any?
Still not getting any clients yet? The fact is that clients do not make logical decisions – often it is emotional. I related a story about a media company in[...]
Tagged: Sales
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[...]
Prospecting & Lead Generation · Travel Diary
Do Beggars Have Sales Territories?
Mike Brunel has recently spent weeks in India training sales managers on how to fine tune their operations. Here’s a series of blogs from his time away. In many sales[...]
When Self Service is the Best Service
I’m old enough to remember the days when smiling supermarket staff packed my bags at the checkout – and would have been horrified at any attempt by me to pack[...]
What Media Sales People Need To Know About Facebook
Facebook’s rise to being the being one of the most important companies of the last decade, and probably the next has been well documented, but the important thing for you to know as it relates to media sales is what is to come rather than what has been.
Strategy & Customer Needs Analysis
What One Direction Can Teach You About Sales
If you are a parent of a young girl between the age of 8-14 like I am, then the band One Direction is probably mentioned about a 1,000 times a[...]
Training & Personal Development
This Week’s Direct Media Sales Tip – The Desire to Succeed
“90% of businesses are owned by mum and pop enterprises who use all varieties of media to sell their product or service. They are called on by people like you[...]
Well I Won’t Do That Again
I play golf and to be fair to myself when I’m on, I’m not bad at it. I play off a 9. So when a golfing buddy of mine suggested[...]
Strategy & Customer Needs Analysis
Double Six
I have a coffee shop that lets you throw a dice to see if you get a FREE coffee. I think that is pretty cool. The deal is, you order[...]
Proposal Writing & Presentations
Could Of, Would Of, Should Of
I’m sitting on the ferry typing this, on the way home reflecting on what has been a crazily busy few days and what things could have been done better. One[...]
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