What makes you different from every other sales person that contacts a potential advertiser today? Again... what makes YOU different? This is a question that you should be asking yourself before each and every interaction with a potential client.

The late fall, particularly around the holidays, is typically a time of year when most media sales people get lazy.  The reason for this is pretty simple.   Over the course of many years, most sales people have come to the conclusion that no advertising decisions are made in December.  While for the…

Closing sales is critical to the future of your media business. So why do 90% of sales executives fail to ask for the sale at the end of a sales meeting or call? The answer for most of my clients is pretty simple; they are just not prepared to ask!…