In the dark ages, we had a Rolodex. It was stuffed with business cards, which we collected everywhere we could. When we had time, we entered the contact information manually into our computers. Automation has come to this process, and smart salespeople use it. For several years, I had two tools the got the […]
The results of my 2015 Reader Survey point to an opportunity for the veterans among my readership to help the young ones. First, a few numbers: Not surprisingly, most of my readers work in media. The biggest pieces: 40.7% in TV, 29.6% in radio. About half – 48.1% – are salespeople/account executives. Another 25.9% are […]
Have you ever been blindsided during a presentation? Every now and then you can lose a sure-thing sale because of something that – it seems in hindsight – you really, really should have known about. About six years ago I presented an advertising plan to a dentist in Montana. I had met with him a couple of weeks before, and […]
Facts tell, but stories sell” — Jim Doyle It’s amusing to watch the political left and right — especially those at the extremes — argue each other. Each side has its own set of facts. Each is firmly convinced that if the other side just accepted these facts the argument would be over. And each believes that […]
Do you have customers or prospects who are wasting your time? You don’t have to keep them. A Liberating Exercise From My Sales Coach About 10 years ago, when I had hit a rough patch as a radio account executive, I hired a sales and time management coach – Jeffrey Mayer, who has since passed away. […]
