Lessons for a Thawing Market

Roland Eckstein | Did anybody else notice what happened yesterday? It will happen again today.

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How’s Your Bracket Looking?

Dave Eckstein | How can the madness of March make us better salespeople?

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The Future of Broadcast Sales Teams

Craig Reumund | Four flawed assumptions of an aging broadcast sales model are preventing optimal sales performance.

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Wisdom of a 14-Year Old

Roland Eckstein | The last thing we need in this luke-warm economy is a luke-warm effort.

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Slicing Into Inefficiencies of Direct Mail

Jodi de Riszner | Making an razor thin cost-per-lead even better by cost-shifting out of inefficient direct mail.

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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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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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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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