The Media Party

Here we are, in the first quarter of 2007, at a point in time when virtually anybody — and I do mean anybody — can buy and sell advertising. This isn’t a new phenomenon. If you don’t believe that’s true, just check your email right now. Or visit Google. Log…

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A Cool Half-Million (or More)…

Quick, multiply 10,000 by your cost-per-point. Is it a quarter million dollars? Half a million? A million or more? That’s the low-end of what a simple change can bring to your sales team per salesperson. Certainly, some of you have stopped reading by now, out of disbelief. for those that…

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The iPhone and TV Sales

Your life just got a little easier.  Or did it get more complicated? Nearly everyone carries a cellphone today.  Some also bring along a camera, an internet device, a PDA, a notebook, and other tools to get the job done — or just as entertainment.  These tools are paths to communication, and…

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One More Word on Frequency

We now know with a very high degree of confidence that frequency works wonders for local advertisers. So do most of the advertisers.  But the phrase “frequency works” needs some clarification, because advertisers could reach a frequency threshold in a timely window … and still be wasting money. They look…

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Searching for Answers (Part 1)

Ready to sell against paid search? All precincts are almost done counting. And the results don’t look good at all. No, I’m not talking about red states, blue states, or any political election. I’m talking about October’s retail and media numbers. Many indicators point to last month being the worst…

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Recession Proofing Your Sales Pipeline

“My prospects aren’t coming to the table because of the economy.” Sound familiar? Actually, “the economy” is exactly why they should be willing to take a meeting. The real reason they’re not coming to the table is more a function of our behavior.  It’s not their fault, nor is the…

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Market Share On Sale!

Guess what? According to a lot of experts, times are tough.  Taking the pulse of a local market or two (or 200), you wouldn’t get much disagreement in stating that the economy isn’t exactly bullish right now. That must mean it’s a great time to be selling broadcast television. How’s…

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Searching for Answers (Part 2)

Dave Eckstein Just in case you’ve been living under a rock for the past few years, paid search advertising is presenting a new set of challenges to advertisers and the “traditional” media sales team. It is a viable option in a vastly growing local media space, one that offers ease of…

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Ten Media Sales Resolutions for 2009

No doubt, 2009 has the looks of a tough year.  Okay, so that’s not the first understatement of the new year.  As a media salesperson, you have a choice.  You can jump on the “misery loves company” bandwagon, or try something that’ll make your sales grow (maybe even double) over…

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Freeing Up the Ad Budget

I’ll go out on a limb here and state that fully 30% of local ad budgets are spent in dying media.  It’s probably a lot more than that, but I like to sandbag a little.  Plus, the total share of local advertising dedicated to these media shrinks daily, so by…

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