How good are you at presenting in front of a group? Are you sure? During my days as an account executive, my radio station did a trade deal with a public speaking trainer. Our team spent a full day working on presentation skills. As part of the exercise, the trainer had each salesperson stand in […]
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 […]
Not long ago, I learned that the President of a credit union couldn’t make a $12,000 decision. Prior to the first meeting the AE was convinced he had the right guy — he was the freakin’ President of the CU. But when I asked the Prez about the decision-making process at the initial needs analysis, […]
I’m giving away three copies of Jim Doyle’s great new book Prime Time: Transforming Your TV Sales Staff Into A Sales FORCE. If you’re a television sales manager, a DOS, or a General Manager — or if you’re an Account Executive who’s thinking about going into management — this book is an excellent guide. […]
Plain talk makes sales. Fancy talk makes you sound lame. – Jeffrey Gitomer Do you use jargon in your sales presentations? Words that, while understood by your industry colleagues, mean nothing to your customers? Jargon can knock a sale off course without your even knowing it. I recently watched a salesperson present some online marketing […]
