"They are actively listening and on top of that with their heart. And listeners will buy from advertisers in sports. Make sure your clients understand that."
"It seems like a lot of work, but it doesn’t have to be."
"You don’t have to just smile and dial strangers. We have a lot more than that right at our disposal."
"How many of your current on air people could be in sales? How many sales reps could be on the air? Have we ever asked them?"
"Your listeners are not held captive by call letters or hosts. They go where the content is. So, make sure sales understands what effect putting a...
"By my count this is my 89th column and I hope those that took the time to read any of them, learned a thing or two."
"Any good manager, trainer, co-worker or industry expert I’ve come in contact with over the last twenty-five years, I’ve generally taken something from."
"If you don’t know these answers about everyone you sell, stop right now. Send them an email that says you want to take them out to...
"I don’t think I’m the Mick Jagger of sales, but I still like the chase and I still have the energy and the drive to make...
"I don’t think selling today is any harder than it was twenty years ago, but I do think that retaining clients is significantly harder than it...