Roland Eckstein | Q3 avail requests send a clear message to your sales team.
Mar
27
2012
27
2012
Mar
23
2012
23
2012
Right at Home: 3 Local Opportunities
Dave Eckstein | Window of opportunity in home services and retail in 2012 … are you ready?
Feb
15
2012
15
2012
10 Insights from ROI2012
Dave Eckstein | Ten highlights from the industry’s best new business conference.
Oct
12
2011
12
2011
Stacking Your Q4
Dave Eckstein | October & November are huge media months, and NOT just for political reasons.
Mar
19
2010
19
2010
How’s Your Bracket Looking?
Dave Eckstein | How can the madness of March make us better salespeople?
Dec
31
2009
31
2009
Credit Unions Spending to Save
Jodi de Riszner | Credit Unions with expansion plans? Here’s a viable approach.
Jan
13
2009
13
2009
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 the next 12 months.
That said, [...]
Nov
15
2008
15
2008
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 economy to blame.
The moment we start [...]
Jul
30
2008
30
2008
Worth a Share Point
Okay.
Get a cup of coffee. Prepare to get really upset.
An article from a well-read media publication recently espoused the “cost efficiencies” of cable zones over local broadcast television.
Pardon the look on my face … but … “Excuse me?”
Not only does cable do a great job selling this concept, but the media industry rag fails to [...]
Dec
10
2007
10
2007
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 remaIn, the payout is very real and is [...]
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