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Joe GM
Archives
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October 25, 2016
Tuesday, October 25, 2016I once read a piece from Dave Cyphers of the Cyphers Agency in Annapolis, MD, talking about the Push and Pull of utilizing social media - and it still resonates today. He outlines four points: "Move in Next Door" -- Make sure your brand is everywhere your ...
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October 24, 2016
Monday, October 24, 2016Do you think you should be doing better in one specific category? Consider making that your sales team's focus for a couple of weeks and do a "Category Blitz." Strategize on a special package or offer to take to prospects in this category Each morning of the ...
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October 21, 2016
Friday, October 21, 2016Is your team giving up early? I read a piece a few years ago that it takes at least five calls to close a deal, yet most people give up after two, or maybe three. I decided to analyze that over time with some new business on our stations and once closed, I asked AEs ...
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October 20, 2016
Thursday, October 20, 2016Sadly, they still exist. The rift between programming and sales, that is. No? Not in YOUR house? Do your Sales Manager and Program Director meet or even speak much without you setting a meeting? When was the last time your Program Director genuinely created a ...
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October 19, 2016
Wednesday, October 19, 2016In a recent Radio Sales Today from the R.A.B., veteran radio consultant Jeffrey Hedquist, founder and president of Hedquist Productions Inc., asks "Where is the camera in your radio commercials?" Following is a reprint from that Daily Sales Tip and reminds us how ...
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October 18, 2016
Tuesday, October 18, 2016Here's another good point from John Potter at the RAB. The RAB once conducted a webinar called "Coffee is for Closers: New Prospecting Tools to Close." (You may remember the movie Glengarry Glen Ross, in which Alec Baldwin told the sales staff that the free office ...
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October 17, 2016
Monday, October 17, 2016I recently came across a list that was published by Mitch Meyerson and Jay Conrad Levinson called 100 Guerilla Marketing Weapons from their site www.gmarketingcoach.com. Here's a few: Outrageously good service Follow-up Fusion marketing 30-second marketing ...
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October 14, 2016
Friday, October 14, 2016Veteran radio consultant Jeffrey Hedquist, founder and president of Hedquist Productions Inc., who also appears in All Access' Consultant Tips, asks "Where is the camera in your radio commercials?" Following is a reprint from his Daily Sales Tip and reminds us how ...
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October 13, 2016
Thursday, October 13, 2016As we wind down the year and head into the holidays, you should also be thinking about First Quarter 2017. Below, are some points I made a month or so ago in this column that I thought should be a good reminder to get things together for 2017. * Are you doing a ...
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October 12, 2016
Wednesday, October 12, 2016So you had to go back and cut expenses for Q4 back in September right? And you don't know how you are going to do a holiday party ... right? Here are some options: Trade it. Tell your regional VP or whoever you report to, your staff works hard, you appreciate ...