The first time you contact a new prospect, that customer has a buying decision to make. The decision doesn’t involve money… it involves time. Are We Delivering ROI On Our Customers’ Time? A Sales Attempt That Failed Not long ago I was supposed to accompany a television station salesperson to see the owner of a roofing […]
If you work in media sales, the advice you give should benefit your clients. But it will also benefit your employer, and you. A new study indicates that there’s a good reason to display your bias proudly. In my day job, television station sales departments present me to their clients as an outside advertising consultant. My business […]
You’ve got a full-blown presentation scheduled — laptop, projector, PowerPoint… the works. Here’s what to remember. I do about 200 formal presentations a year. Nearly seven years into this gig, I’ve done over 1,300 of them — all on unfamiliar turf. I’m always in someone else’s conference room, using someone else’s monitor or projector. What […]
About eight years ago, a car dealer in my home town of Portland decided to open up on Christmas Day. THREE SALES ON THE “WORST SALES DAY OF THE YEAR” The dealer was on pace to hit his December number, but it was going to be close. So he came into the store on Christmas […]
Seth Godin recently cleared up a years-old mystery for me. Greg, The Relentless Nibbler Greg was an advertising agency client when I sold radio. Two or three times a year, he would send me an RFP, I’d respond, and we’d work out a deal. He was a tough negotiator, but he was fair — until […]
