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?”…
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.…
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…
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…
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 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…
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…
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.…
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…
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…
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…
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…
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…
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…
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…