What do the years 1990, 2001, 2007 and, 2019 all have in common? These years represent bad times in the American economy. Technical recessions in America. Times when we had to reinvent our sales game and adjust for the circumstance. So, why does the era of selling amidst COVID feel…
Are Customer Needs Assessments Dead?
As we navigate the changes in our world right now, I think it’s important to focus on the Customer Needs Assessment. If you’re in a leadership role, right now you might be saying, “No, Ryan, don’t talk about not doing a CNA.” Here’s my point, though. We’re living in a…
Hiring Great Media Salespeople
The question I am asked most often is 'how do I find great media salespeople?' The answer is pretty simple, start with a great hiring process. There are 8 steps and I would be happy to guide you along the way.