How to Make a Graceful Exit

Remember the flight attendant who quit by sliding down the emergency chute? In August of 2010, Steven Slater of JetBlue cursed out his passengers, popped a beer, and slid down the emergency chute at JFK Airport in New York. He instantly became a hero to disgruntled employees all over the world. It’s an attractive fantasy […]

Salespeople can leave gracefully

When Is It Okay to Stop Advertising?

The other day in a Midwest market, a store owner asked me, “How long will I need to advertise?” It’s a common question. A lot of advertising people like to answer with a story about McDonald’s. For one day, the story goes, McDonald’s pulled everything — radio, TV, print, you name it. They’d been relentlessly […]

You can never stop advertising

Are You Underselling?

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, […]

Radio and TV salespeople should ask for enough to get results

After a Huge Screw-Up, How to Handle the Aftermath

Starbucks Gets It Right

Inevitably, you or your company will screw up. Maybe today, maybe next week, maybe six months from now. How you respond will show what you’re made of. When Dr. David Dao was beaten and dragged off a United Express flight last April, United Airlines’ upper management very publicly botched the initial response to the incident. […]

Sales advice: take responsibility

What You Say Online Will Haunt You

It used to be difficult to express your unvarnished opinions to the world. Now it’s easy. And because it’s so easy, Jamie Allman has lost his job. Allman, a TV and radio commentator in St. Louis, fired up his Twitter account the other day and sent out a tweet about Parkland high school shooting survivor […]

salespeople should stop before tweeting