How many sales opportunities do you miss without knowing you missed them? Matt Sunshine of the Center for Sales Strategy recently wrote about a salesperson whose email signature cost her the chance at an RFP: It was a short turnaround situation, the client told her, and when the client looked for Debbie’s phone number in […]
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 […]
One of the challenges for any blogger is deciding what to write about. This is an advertising, marketing, and sales training blog — with this as an umbrella, I want to do the best job I can in delivering value for you. That said, could you take a moment and fill out this quick survey? Scroll […]
Everyone says they’re customer-focused. The stark reality is that most of us aren’t. Sales coach Gavin Ingham recently expressed a frustration common to those of us in the sales training business — our clients want advice on how to close sales, but don’t seem interested in earning the right to make the sale in the first place: […]
In any organization of significant size, there’s a sales department and an operations department. There are three principles that apply: * They need each other. * They don’t understand each other. * Sometimes, they flat-out hate each other. So it is with radio and television stations. When an advertising salesperson sells a commercial schedule, […]
