A Letter to a Young Salesman
Ever wonder what you’d say to your younger self, the person you were when you just started in sports media sales? Here’s what I’d...
Divorce Was Inevitable For the Oakland A’s and 95.7 The Game
On Friday afternoon, the Oakland A's took an unusual approach to signal the end of their relationship with flagship radio station 95.7 The Game....
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...
What I Learned at The 2018 NAB Radio Show
Each year I attend the NAB Radio Show, and after a few days of meetings, attending sessions, and celebrating individual and brand achievements, I’m...
How Do You Define Digital?
Ask a few different people what the word 'digital' means to them. After you do, take note of the variety of responses that you...
Agenda Driven Reporting Doesn’t Open New Minds
On Thursday night, I did what most football fans did, I tuned in for the Jets-Browns game. The first half was sloppy, boring, and...
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...
