When I was in high school, I wanted to be Mason Lee Dixon. Mr. Dixon (this may not have been his real name) was a disc jockey on 630 KXOK Radio in St. Louis. I managed to get a job answering the request lines at crosstown rival KSLQ, and my radio career was born. At […]
How many times do you let the phone ring when you make a cold call? I’ve made a lot of outbound sales calls in my career, and have no idea what my answer to that question would be. Here’s why it’s a metric to follow: Mark Smith, VP of Sales at the English CRM company […]
It was a Friday, about 10:15 in the morning. I was working on some auto dealer copy. At a nearby cubicle, a couple of my radio sales co-workers were talking. For the purposes of this story, I’ll call them Greg and Bill. Greg and Bill were discussing all the reasons they weren’t going […]
Are your clients investing enough to get results? If not, the fault may be with your proposals. When I prepare for a market visit, I like to ask managers and salespeople how much money it takes to generate measurable results on their station. The answer I get varies depending on market size, rates and ratings, […]
Do you use jargon in your sales presentations? Industry terms that, while understood by your colleagues, mean nothing to your customers? Jargon can scare your prospects away without your even knowing it. Plain talk makes sales. Fancy talk makes you sound lame. – Jeffrey Gitomer I once watched a TV salesperson present some online marketing […]
