Dave Eckstein | How can the madness of March make us better salespeople?
Mar
19
2010
19
2010
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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ESA & Company is the nation's premier retail advertising consultancy. Founded in 1981, the firm works in over 70 U.S. media markets with thousands of local advertisers each calendar year. ESA campaigns are designed to deliver market share gains with a declining cost of new customer acquisition.