7 Surefire Ways to Demotivate Salespeople
It is quite likely that no corner of your corporation requires positive-thinking and highly-motivated people than your sales operation
Counting the Cash with Evan Masyr
Salem Communication’s CFO discusses his company’s multi-pronged approach to amassing
Playing Monopoly with Larry Patrick
A look at broadcasting from a man who gets to play Monopoly for a living.
The Digital Ad Market is Heating Up: Are You Ready?
Digital ad income is up -- are you getting any of it?
From the Ground Up
A big goal of mine going forward is to create “client movements” from the ground up.
FEC Fuel for FCC Fire
Brad Deutsch discusses the FCC's role in political ad sponsorship.
Addressing the Next Generation of Audience Researchers
Everybody knows that you can learn as much from young people as you can teach them, and these days, maybe even more
5 Compelling Reasons NOT to Promote Your Best Sales Rep to Manager
Magic Johnson and Isiah Thomas were amazing professional basketball players...
Where to find listeners online
The dynamics of the online environment are in a constant state of flux.
The Five Second Radio Headline Test
Here's a simple, but possibly painful test to perform on your radio script.
Five Critical Questions Every Ad Sales Person Needs to Ask
Should sales people make statements or ask questions?
Five Tips in Building a Personal Brand in your Media Career
Here are five tips I learned after launching my Personal Brand I wish I knew before I did! I hope they help you jumpstart your journey in creating separation points from the competition in your career.
Building a client movement
A big goal of mine going forward is to create “client movements.” And I think it can be something any sales person or manager in the media world would benefit from doing themselves as well.
Convincing clients to do radio right with peer selling
Ever try to convince clients to do something on the air that’s out of their comfort zone, different from what their competition is doing, just a little bit adventurous? If you’ve been mostly successful at this, stop reading and call me immediately.
They’re not just spots, they’re sales calls
Morris Hite, legendary ad man, has been quoted as saying: “Advertising is salesmanship mass produced. No one would bother to use advertising if he could talk to all his prospects face-to-face. But he can't.”