Read the latest insights & resources.

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…
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…
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…
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…