Coaching
Why should your clients do business with your sales people?
In the past, clients who asked a media sales person, “Why should I buy your ad products?” also were asking the implied question, “Why should I do business with you?”…
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Coaching
Your top performers are keeping your small accounts small
When we begin to work with a sales management team, one of the most eye-opening experiences is when we help them organize their business into what we call Individual Enterprises.…
Coaching
Help your sales people get excited about a specific account
I was walking around a wooded area of my farm not too long ago when something caught my eye growing on the trunk of just one tree. As I moved…
Uncategorized
Make your tools more valuable: develop them into persuasive campaigns
We have already established that a much better term for a marketing idea is a persuasive campaign. And we have shown that persuasive campaigns contain three ingredients: A name or…
Marketing
Marketing ideas as persuasive campaigns. How you know you have one.
We are on a mission to help you use marketing ideas as the currency that creates results for your clients and earns you a premium for the marketing communication tools…
CurrencyMarketing
Your ideas: the only currency you can control
In this piece, I want to ask you to be thoughtful about the currency that is being used by your clients and their advertising agencies to establish the value of…
Idea Generation
Integrate more of your tools into your marketing ideas
Marketing ideas, especially the marketing ideas that are created and executed by media companies, have to be the hardest working ideas in show business. Think about how much you expect…
Marketing
The discipline of iHeartMedia
The recent double-barreled announcements by iHeartMedia and the Katz Media Group that they would begin to accept programmatic advertising certainly put the entire radio industry on notice that the programmatic…
CurrencyMarketing
How will media sales organizations compete against Amazon?
While there is increasing evidence that the number of people reading books is on the upswing, the fact is that fewer and fewer people are buying books from book stores.…
Uncategorized
Manage your sales people with numbers they can control
What would you do if I asked you to be “better?” Would you get up earlier in the morning? Would you call different people on the phone? What would you…
Uncategorized
The Line
Whether you call them sidelines, foul lines, or baselines, those lines that separate the players from their coaches might very well be one of the greatest inventions in all of…
Coaching
The Rule of 10: Part 2
According to the Rule of 10, anytime a new initiative is introduced, out of every ten people affected by it, three will adopt it right away, three are never going…
Coaching
The Rule of 10: Part 1
Have you heard of the Rule of 10? That’s the rule that says that no matter what new initiative you introduce or what new direction you set, your team will…
Idea Generation
How you introduce new tools matters
How many of us have led a sales meeting that sounds like this?: “OK, everyone, before you run off, let me show you our new mobile program. “We have a…
Marketing
New is good. Effective is better.
Having bought hundreds of magazines at airports all over the world, I am quite used to the mild annoyance of having to pick up all the subscription cards that fall…
Marketing
Help your clients tell stories that build their brands
Well-managed brands are built by telling a series of stories that consistenly communicate – even prove – the brand’s valuable point of difference. In some cases, the company takes control…
Marketing
Never present anything generic to any client. Ever.
When my wife, Sandy, and I went to Sears to purchase a dishwasher, the sales person could not have been nicer. As soon as we told him what we wanted,…
Uncategorized
Recognize the power of non-selling behaviors
The way some media sales people interact with their clients – even the most valuable ones – can too often be described as peaks and valleys. Clients get a lot…
Uncategorized
What is the client doing with their marketing without your help?
I have to confess that perhaps the most difficult thing I have had to do in my career is shut up and listen to the customer. You know those occasions…