Let the Client Decide How Much They Want to Spend
One of the biggest mistakes we can make in media sales is to decide what it is our client or prospect can or cannot...
Don’t be Afraid to Walk Away
Let’s talk about one of the hardest things to do in our line of work: walking away.
Yes, believe it or not, there are reasons...
Selling Advertising Starts With Selling Yourself
In my office hangs a small sign that (in part) reads: “You are not in the sales business, you are a marketing consultant who...
A Pen and a Piece of Paper Can Change Everything
I love technology.
As I write this, I have a baseball game on a television, in a different city, that is being “cast” from my...
How Much Do You Value A One-On-One?
How much would you pay to attend your weekly sales meetings or your one on one with your manager?
At first glance you may be...