"By knowing when to streamline the process and when to dig in and invest in a long-term relationship, you are respecting the client's time."
"I like to point out strengths that my coworker brings to the table as part of the introduction to build confidence and credibility right away.”
"Invest in the best, you, and don't be like the rest."
Most sellers should focus on local direct buyers who are muti-tasking and not just buying media.
We all like to talk about prioritizing clients’ needs, but Cody Welling has every advertising product at his disposal. He trains his staff to educate and...
How much better will you enjoy Christmas and New Year knowing you have some presentations to make to prospects who want to roll into 2023 with...
Find a quiet space, get high on caffeine, or light a candle. Whatever it takes for you be paperwork productive.
Jeanne-Marie Condo is organized. You have to be when you are the CRO of Skyview Networks. She explains why organization can easily turn into sales. iTunes:...
Alec Drake returns to the show for a very specific reason. The former GSM of The Ticket talks about the challenge of a new format competitor...
Why don’t more sellers hit the street armed with spec spots? Yaman Coskun says it is one of the most effective tools that radio uses far...