July 6, 2015Monday, July 6, 2015
Welcome to the second half of the year. Last week, I encouraged you to do a full review for both sales and programming analyzing what you "wanted" to in the first half and what you actually "accomplished."
I would encourage you to break it up a bit for second half:
* Change the day of regular meetings -- small thing, but it will help get out of a rut
* Challenge your PD and Sales Manager to work together on a program that will drive revenue and create listener benefit for the Holiday season
* Shake up some accounts -- Has Suzie held on to a big potential account for too long with no business on the books? Move it.
* Start the second half with a fresh outlook and do something DIFFERENT!
July 3, 2015Friday, July 3, 2015
What did you learn from the sale you lost? Sales consultant Mark Hunter encourages you to ask yourself the following questions: -- Was I able to get the customer to state their key needs and desired benefits? -- Why specifically did the customer choose not to buy ...
July 2, 2015Thursday, July 2, 2015
We just started the second half of the year. So, how'd it go in the first half? Better? Sure, compared to last year but no where near the two or three years preceding, right? Take a moment and do the following early this week: Take a good look at your new business ...
July 1, 2015Wednesday, July 1, 2015
Spec spot is not a dirty word ....it's a great tool. I know ... production directors grimace and if not managed, AEs can abuse it, but like we talked about last week, you should always lead with an idea. Learning a bit about a client's business then taking the liberty ...
June 30, 2015Tuesday, June 30, 2015
In any of the major professional sports, there's the free agent season where some of the top players are offered tens if not hundreds of millions of dollars by a prospective team. Normally, the best of the best free agent picks a contending team. Why? He wants to win ...
June 29, 2015Monday, June 29, 2015
Never forget the stat that found that 70% of sales are closed between 7a-1p. So I encourage you to set a new schedule for your sellers. It starts with being organized. Their day, in fact, most of their week should be planned out well in advance. If your sellers come ...
June 26, 2015Friday, June 26, 2015
I recently was consoling my daughter on something bothered her a great deal. I told her, as someone once told me and I call upon all the time, "It's not as bad as it seems RIGHT NOW." It's sort of the old Count To 10 Rule before you react. You may be different, but ...
June 25, 2015Thursday, June 25, 2015
We hear it and say it all the time. Relationships are key, but you're so busy ... too busy to let your key customers know you are plugged in, watching over their business, and generally care. When I first got to town years ago and made it a mission to meet 100 clients ...
June 24, 2015Wednesday, June 24, 2015
A very good friend and mentor of mine and one of the most distinguished executives in our business had a great line. "The Audience Doesn't Get The Memo." Think about that. Sure you've made subtle changes that you all think are significant, but check your TSL (or AWTE ...
June 23, 2015Tuesday, June 23, 2015
In one week, Q2 2010 comes to a close. Have you been going so fast you haven't looked ahead to Q3 and now it's upon you? Break it down and get back on track: Review Q3 2009 for business booked and make sure your folks are contacting those people Get out in ...