Media Info Bureau

Clearly, sales are an important part of any media business's success, and effective sales begin with skilled and motivated sales team. The first step for motivating your sales team—and ultimately achieving sales success—is to get their perspective on what drives them. One phrase to consider involves the three Ps: People are more Passionate when they are involved in the Process.

To stay abreast of the latest in ad sales training, I often listen in on fellow sales coaches to learn and observe. What seems so odd to me is the lack of common sense in what is being taught today. The entire idea that you need the “perfect pitch” or you need to “perfect your pitch” is so off base that I am amazed that people still try and teach these age-old ways of selling. Pitching a product? Hugh? Ask yourself this… do you like it when a sales person pitches to you? If your answer is yes… seek help. If your answer is no, then you are pretty darn normal.

One of the ways to improve your skills in any field of expression whether it’s visual art, poetry, songwriting, filmmaking or writing is to analyze the work of the masters in each medium and discover the principles that make the piece successful. Will it work for radio commercials? In my experience, yes. Whether you use it as a way to break writers’ block, or as a continuing method to improve your writing this exercise may be useful.