Seven Reasons Why A Sales Manager Can Fail
High turnover. Low sales. Unmet quotas. Disloyalty. Pressure from executives. These are just a few of the outcomes when sales managers fail. In this Media Information Bureau installment from expert sales training coach Barrett Riddleberger, some of the reasons GSMs don't succeed are offered.
Sales statistics or bust
Can statistics help you sell more? The answer is yes and no. To be clear, there is a distinct difference in my mind between ratings and statistics. Ratings are critical, statistics can be harmful if not used correctly. For example… “In morning drive we offer you access to more adult males than any other station. Here are the rating numbers to prove it”. A statistic is, “Dynamic Logic tells us that more people listen to radio than read magazines.” Ratings numbers are perceived as accurate and statistics can come from multiple sources with their own agenda.
Best practices for creating testimonial ads
It was one of the most daring and controversial ad campaigns of the past few decades - the Dominos "our pizza stinks" campaign. After...
What’s wrong with selling what we’ve got right now?
“I can feel guilty about the past, apprehensive about the future, but only in the present moment can I act. The ability to be...
Back to the Future: Advertising as Destination
Next generation models for content-supported advertising Everyone talks about ad-supported content. But ad-supported content is a misnomer and a myth