Is A “Broken Ice Machine” Killing Your Sales?

Little things mean a lot when you’re trying to persuade.   Not long ago I met with the administrator of a nursing home and rehabilitation center on the East Coast. The center had received some very bad publicity over the previous year after failing several state inspections. During our meeting, the administrator told me that […]

Details can kill sales

Is Your Voice Mail Greeting Costing You Sales?

There was a time in the not-too-distant past when people didn’t give out their cell phone numbers. Those days are over: these days, email signatures and business cards only have cell numbers on them. I’ve encountered (and have written about in the past) account executives who don’t even check their landline voicemail anymore. If you […]

bad voice mail messages cost sales

They Won’t Buy What They Don’t Want

How do you sell ice to an Eskimo? The answer: you don’t. Early in my radio sales career, I met with a window dealer who was actually interested in talking to me about advertising. This was a rarity at the time. The conversation, as I recall, took place in November. I asked him when his […]

Sales Tip: You can't sell ice to an eskimo

How Did You Get Your Start In TV Advertising Sales?

Do you work in television advertising sales? We’re collecting “How I Got Started” stories at TV Sales Cafe, and would love to have yours. Remember the movie City Slickers? Billy Crystal plays an advertising salesman who goes to his son’s school for Career Day. He has to follow a construction who has a rather colorful […]

new TV advertising salesperson, first day at work