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Daily Sales Tip

Date Title View
04/29/2016 Customize your solutions  

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04/28/2016 Respect the prospect's time  

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04/27/2016 Develop doubt  

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04/26/2016 Characteristics of a sales leader  

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04/25/2016 Get something in return  

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04/21/2016 'Tis the season...for beverage promotions! 

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04/21/2016 Finding the right sales mentor  

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04/20/2016 Don't expect to win an argument and close the sale 

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04/19/2016 Make each appointment count  

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04/18/2016 Being on the same page  

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04/15/2016 Two lawyers walked into a bridal fair...  

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04/14/2016 So what?  

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04/13/2016 Separate yourself from the crowd  

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04/12/2016 Be nice  

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04/11/2016 Opening the sales call  

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04/08/2016 The beauty of co-op  

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04/07/2016 What’s the point? 

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04/06/2016 Dealing with difficult prospects  

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04/05/2016 The two biggest mistakes  

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04/04/2016 Make eye contact  

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04/01/2016 Learn from your mistakes  

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03/31/2016 A token of appreciation  

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03/30/2016 Resilience  

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03/29/2016 Don't try to fool somebody  

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03/28/2016 What is an objection, anyway?  

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03/25/2016 Your prospect  

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03/24/2016 Expect attrition  

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03/23/2016 Be clear and direct  

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03/22/2016 Be a storyteller  

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03/21/2016 Expand your sponsorship clients to unusual suspects  

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03/17/2016 Politically speaking  

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03/17/2016 The key to success with social media 

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03/16/2016 Say the magic word  

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03/15/2016 Begin with the end in mind  

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03/14/2016 Use their words  

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03/11/2016 Increase your revenue per client with co-op  

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03/10/2016 Prospecting the SMART way 

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03/09/2016 Salespeople need to be great at closing  

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03/08/2016 The cancelled appointment  

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03/07/2016 Celebrate your customers' anniversaries  

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03/04/2016 A hat tip to the re-cap for getting renewals  

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03/03/2016 ‘Did you forget me?’ 

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03/02/2016 Just be yourself  

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03/01/2016 Updating your testimonials and references  

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02/29/2016 Let prospects interrupt  

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02/29/2016 Causes affect sales  

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02/25/2016 If you're happy and you know it… 

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02/24/2016 'I didn't prepare'  

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02/24/2016 Empowering the gatekeeper  

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02/22/2016 Analyzing 'winning' sales  

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02/19/2016 Objections are part of the sales process  

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02/18/2016 Brand consistency  

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02/17/2016 The 'Third-Party Selling' technique  

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02/16/2016 The importance of being trustworthy  

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02/12/2016 Thinking like a retailer, and planning ahead  

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02/12/2016 The power of the elevator speech 

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02/11/2016 The more you know...  

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02/10/2016 Mirroring the prospect  

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02/09/2016 Getting referrals 

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02/08/2016 Just listen  

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02/05/2016 When negotiating, be patient  

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02/04/2016 Start With Why 

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02/03/2016 Avoid the 'drop-in' call  

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02/02/2016 Salesperson to sales manager?  

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02/01/2016 Let the prospect talk  

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01/28/2016 'Cause' for concern  

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01/28/2016 ‘I just want to be able to pay with my wrist’ 

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01/27/2016 Thinking like a customer  

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01/26/2016 Being productive in 2016  

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01/25/2016 Know why you are calling  

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01/22/2016 Get callbacks from non-ad budget decision-makers  

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01/21/2016 The Value of a Brand 

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01/20/2016 Changing your cold-calling schedule  

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01/19/2016 Give 'em a choice  

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01/15/2016 Take competitive advantage for sponsorship leads  

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01/15/2016 Know your 'peak' time  

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01/14/2016 Why salespeople lie to their managers 

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01/13/2016 Pause and listen  

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01/12/2016 Sell your record of success  

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01/08/2016 Start preparing for 'Madness'  

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01/07/2016 R-E-S-P-E-C-T  

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01/06/2016 Make a note of it  

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01/05/2016 Re-establishing relationships  

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01/04/2016 New Year's resolution  

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12/19/2015 A prescription for success  

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12/18/2015 Make them feel comfortable  

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12/18/2015 Focus on preparation  

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12/18/2015 Alternative Revenue opportunities take time  

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12/18/2015 Set a goal  

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12/18/2015 Anticipate potential objections  

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12/18/2015 Qualify your Cause Marketing prospects  

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12/17/2015 Increase your sales – It’s simple, part 2 

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12/16/2015 Be professional  

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12/15/2015 Show your enthusiasm!  

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12/14/2015 Maintain a file of testimonials  

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12/11/2015 Bolster first-quarter revenues with co-op  

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12/10/2015 Increase your sales – It’s simple, Part 1 

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12/09/2015 Dealing with an angry client  

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12/08/2015 Get an annual checkup  

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12/07/2015 Lose the 'advertising' for greater NTR sales  

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12/03/2015 Look for common objections  

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12/03/2015 Do you have happy customers? 

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12/02/2015 Get your staff involved  

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12/01/2015 Listen up!  

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11/30/2015 Managing the sales call  

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11/24/2015 The team sale  

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11/24/2015 Watch the competition  

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11/23/2015 Plant the seeds of tomorrow  

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11/20/2015 Big revenues come in smaller companies  

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11/19/2015 Motivation is a myth 

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11/18/2015 Calling the referred prospect  

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11/17/2015 Always sell to people  

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11/16/2015 Review your time frame  

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11/12/2015 Remember what mama said: 'There are other fish in the sea'  

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11/12/2015 When was the last time you talked to your client? 

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11/11/2015 Build rapport by saving key info  

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11/10/2015 Know those 'unwritten' expectations  

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11/09/2015 Maximizing the potential of your station's events  

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11/06/2015 Helping the prospect make a decision  

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11/05/2015 Generating referrals  

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11/04/2015 Cold-calling pitfalls to avoid  

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11/03/2015 The eyes have it  

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11/02/2015 Making a sales presentation  

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10/30/2015 Using fear to your advantage 

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10/29/2015 Are you in danger of losing your best talent? 

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10/28/2015 Match communication and body language  

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10/26/2015 Breaking out of a slump 

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10/26/2015 Attracting listeners to your station's website  

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10/23/2015 Efficient vs. effective  

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10/22/2015 Plan a debriefing session 

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10/21/2015 Let the customer set the tone  

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10/19/2015 Write it down  

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10/19/2015 Find your 'bell cow'  

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10/16/2015 Mixing national with local  

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10/15/2015 Selling from the heart  

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10/14/2015 Training: It’s not just how, but who you train 

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10/13/2015 Asking the right questions  

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10/12/2015 Combining sponsors  

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10/08/2015 Use loyal customers as leverage  

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10/08/2015 Remember who you're talking to  

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10/07/2015 The importance of coaching  

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10/06/2015 You can't sell a group  

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10/05/2015 Make it easy  

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10/07/2015 Do not interrupt  

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10/07/2015 It's OK to admit, 'We can't do it'  

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10/07/2015 One way to set an appointment  

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10/07/2015 Have you learned something new?  

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10/07/2015 Reactance  

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09/25/2015 Follow the leaders  

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09/24/2015 Increasing your odds  

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09/23/2015 Maximize strengths, manage around weaknesses 

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09/22/2015 Create positive emotional experiences  

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09/21/2015 Partnering with a convenience store  

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09/18/2015 Be human! 

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09/17/2015 Skip the easy-to-achieve goals and aim higher  

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09/16/2015 Practice creative procrastination  

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09/15/2015 Measure every step  

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09/14/2015 Now is the time for planning  

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09/11/2015 'Let's do this'  

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09/10/2015 Slow down to speed up your sales  

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09/09/2015 Make objections work for you  

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09/08/2015 Establish rapport first  

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09/08/2015 The shorter the better 

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09/03/2015 Competing against yourself  

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09/02/2015 Making a list  

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09/01/2015 Selling yourself 

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08/31/2015 Don't get complacent  

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08/28/2015 A constant reminder  

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08/27/2015 The five elements of a productive question 

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08/26/2015 Before the holiday ...  

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08/25/2015 Honesty is the best policy 

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08/24/2015 Treat prospecting like an appointment  

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08/20/2015 Maximize your existing accounts  

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08/20/2015 Don't be bullied  

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08/20/2015 Avoiding the stall  

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08/18/2015 Meet your customers in person  

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08/17/2015 Review your calls  

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08/14/2015 Don't forget the Service Centers  

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08/13/2015 In case of an emergency, ask questions  

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08/12/2015 3 must-haves for sellers 

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08/12/2015 Using a prospect's own salespeople to your advantage 

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08/10/2015 Silence can be golden  

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08/07/2015 Easy-to-find Alternative Revenue leads  

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08/06/2015 Allow enough time for a decision  

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08/05/2015 Know what you're willing to concede  

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08/05/2015 Reward loyalty  

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08/03/2015 Try not to let it bother you 

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07/31/2015 Planning ahead  

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07/30/2015 Recency of experience 

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07/29/2015 Words salespeople need to use more often 

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07/28/2015 Work on your weaknesses  

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07/27/2015 Managing your time 

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07/23/2015 Simplifying the process  

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07/23/2015 Restating objections 

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07/22/2015 Using radio to sell radio 

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07/21/2015 Obtaining convincing testimonials 

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07/17/2015 Working with multiple vendors  

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07/16/2015 Interested or just polite?  

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07/15/2015 Demonstrate credibility 

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07/14/2015 Who gets past gatekeepers? 

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07/13/2015 Always be recruiting 

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07/10/2015 The hospitality component of sponsorships  

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07/09/2015 Your appearance matters...  

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07/09/2015 Writing radio inside the box 

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07/07/2015 When in a slump, do something else you're good at  

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07/06/2015 What is rapport? 

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07/02/2015 Working with the military  

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07/01/2015 The goal of cold calling  

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06/30/2015 Asking for commitment 

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06/29/2015 When the customer has price concerns  

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06/26/2015 Enhancing your recruitment advertising  

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06/25/2015 It's who you know  

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06/24/2015 Relinquishing control  

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06/23/2015 Develop a powerful introduction  

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06/22/2015 Evaluate what you hear 

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06/18/2015 Leveraging cause-related marketing opportunities  

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06/18/2015 Half the money I spend on advertising is wasted; it's what falls below the fold  

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06/17/2015 Sales managers should manage, not sell 

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06/16/2015 Strive for continuous improvement 

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06/15/2015 Generating testimonials  

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06/11/2015 Assemble tab A into slot A  

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06/10/2015 Selling the relationship  

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06/09/2015 4 tips for pre-call sales planning 

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06/08/2015 Refine your search for decision-makers  

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06/05/2015 One-size-fits-all coaching 

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06/04/2015 Close or close  

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06/03/2015 Promote your track record 

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06/02/2015 Sizing up the competition 

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06/01/2015 Speaking their language  

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05/29/2015 Knowing the outcome in advance 

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05/28/2015 It's time to put the FUN in fundamentals  

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05/27/2015 Adding value to sales calls 

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05/26/2015 Misery loves company? 

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05/21/2015 Local money from national names  

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05/21/2015 Customer service: Say it and mean it 

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05/20/2015 Asking the right questions 

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05/19/2015 Aggressive vs. assertive behavior  

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05/18/2015 Be flexible  

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05/15/2015 Have a focused game plan  

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05/14/2015 What's up, doc?  

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05/13/2015 Selling to inexperienced buyers 

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05/12/2015 Just ASK the question 

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05/11/2015 When you're at your best  

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05/08/2015 Getting the most out of 'added value'  

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05/07/2015 5 steps to help your advertisers track metrics  

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05/06/2015 4 lessons from a failed sales call 

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05/05/2015 Sending business articles  

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05/04/2015 Simplify and specialize value  

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05/01/2015 Focusing on the prospect  

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04/30/2015 Keep presentations to 18 minutes max  

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04/29/2015 Identifying the real objection  

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04/28/2015 Your opening statement  

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04/27/2015 Countering the 'Now is not a good time' response 

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04/23/2015 Treat 'em right  

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04/23/2015 Programmatic requires relationships  

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04/22/2015 Asking for the sale 

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04/21/2015 Being there when needed  

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04/20/2015 There's more than one way...  

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04/17/2015 Turning failure into success 

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04/16/2015 Attribution  

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04/15/2015 The canceled appointment  

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04/14/2015 The post-sale 'check-up'  

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04/13/2015 Overcoming 'sales inertia'  

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04/10/2015 Get to know them first  

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04/09/2015 Overheard at last month's Borrell Conference  

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04/08/2015 Don’t try to ‘wing it’ 

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04/07/2015 Don't be late  

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04/03/2015 'Tis the season ... for beverage promotions! 

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04/02/2015 Increasing digital revenues 

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04/01/2015 What is an objection, anyway? 

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03/31/2015 A checklist of best practices 

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03/30/2015 Commercial specifics get results 

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03/27/2015 Never give up! 

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03/26/2015 Mail sorting can teach us how to present 

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03/25/2015 Helping your client look good 

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03/24/2015 Is there a single, ‘right’ way to sell? 

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03/23/2015 Keeping it positive 

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03/20/2015 Sponsorship development requires persistence 

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03/19/2015 Pop Quiz: What is an MAU? 

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03/18/2015 'I don’t have time to talk right now' 

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03/17/2015 Using fear to your advantage 

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03/17/2015 You are always on stage 

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03/12/2015 Service professionals dig digital advertising 

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03/12/2015 Quit selling spots, sell audience 

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03/11/2015 The question of price 

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03/09/2015 Preparing for the sales call 

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03/06/2015 Do your “PRE-Search” 

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03/06/2015 Wow, I see them everywhere 

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03/04/2015 Master the critical skills 

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03/03/2015 Don’t limit your choices 

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03/02/2015 Sell-Out Events 

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02/26/2015 Don’t throw water on this idea 

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02/26/2015 Umbrella questions  

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02/26/2015 Plan your territories 

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02/26/2015 Disagreeing and diffusing 

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02/19/2015 This is not spam, it’s SPAM 

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02/18/2015 Add value, not cost 

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02/17/2015 Watch your time with presentations 

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02/13/2015 The ‘Third-Party Selling’ technique 

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02/13/2015 Mirror, Mirror… 

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02/12/2015 4 marketing lessons from Dr. Seuss 

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02/11/2015 Live to fight another day 

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02/10/2015 No creative department? No problem! 

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02/09/2015 Bigger is not always better 

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02/06/2015 Rescuing wounded deals 

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02/05/2015 Trickery is for magicians, not sales pros 

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02/04/2015 How to use reason in your commercials 

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02/03/2015 What to do when your point person leaves 

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02/02/2015 The early bird gets the revenue  

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03/02/2015 The two biggest mistakes 

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01/29/2015 Uncanny Valley 

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01/28/2015 Don’t aim too high with cold calls 

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01/27/2015 Trust builders 

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01/26/2015 When the customer says yes, then does nothing 

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01/23/2015 I’ll tell you what I want…what I really, really want 

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01/22/2015 Can you serve an ad too often? 

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01/21/2015 People love a good story 

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01/20/2015 Don’t be bullied 

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01/16/2015 Start planning your Dairy Month campaigns now 

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01/16/2015 Treat prospecting like an appointment 

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01/15/2015 Don’t underestimate and don’t let advertisers overestimate  

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01/14/2015 Taking personal accountability 

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01/13/2015 2 seconds of silence 

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01/12/2015 Finding the right sales mentor 

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01/09/2015 Don’t overlook anyone 

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01/07/2015 Know your ‘peak’ time 

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01/06/2015 Identifying the real objection 

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01/05/2015 5 leadership actions to kick-start the new year 

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12/19/2014 Only 55 selling days till Frozen Food Month 

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11/20/2014 I tried digital once and it didn't work  

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11/20/2014 The shorter the better  

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11/20/2014 The higher authority close 

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11/20/2014 Analyzing ‘winning’ sales 

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11/21/2014 What’s hot (video) and what’s not (banner ads) 

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11/21/2014 Like a job interview 

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11/21/2014 Your voice 

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11/21/2014 Surrounding yourself with success 

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11/21/2014 Sticking to it 

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11/21/2014 Is there such a thing as too much targeting? 

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11/21/2014 Do not interrupt 

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11/21/2014 Using your time wisely 

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11/21/2014 Determinants of Campaign Success 

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11/21/2014 Making sure your team has the tools to succeed 

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11/21/2014 Wow, I see them everywhere 

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11/21/2014 Practice creative procrastination 

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11/21/2014 Create positive emotional experiences 

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11/21/2014 Hotels catering to a new breed of travel companion 

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11/21/2014 Planning Ahead 

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11/21/2014 Ford co-op and digital 

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11/21/2014 Prospect during off-peak hours 

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11/21/2014 Make objections work for you 

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11/21/2014 Understanding Each Prospect’s Buyers 

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11/21/2014 Get everyone involved 

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11/21/2014 Best place for client meetings 

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11/21/2014 An easy way to secure testimonials 

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11/21/2014 Broadcast branding -- part II 

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11/21/2014 Broadcast branding -- part I 

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11/21/2014 The hospitality component 

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11/21/2014 How you look to advertisers 

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11/21/2014 The most profitable sale 

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11/21/2014 Going above and beyond 

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11/21/2014 Getting the customer involved 

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11/21/2014 The team sale 

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11/21/2014 Live it, love it, sell it! 

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11/21/2014 The value of role-playing 

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11/21/2014 Don’t try to fool somebody 

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11/21/2014 Questions are the answer 

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11/21/2014 Remember to follow up 

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11/21/2014 Social media making moves from PR to advertising 

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11/21/2014 Don’t confuse being busy with being productive 

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11/21/2014 Trial closing  

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11/21/2014 Avoid the ‘drop-in’ call 

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11/21/2014 Now, here’s an idea to get an appointment 

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11/21/2014 When negotiating, be patient 

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11/21/2014 Find your ‘bell cow’ 

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11/21/2014 The six P’s of sales performance 

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11/21/2014 Transactional business will not get you to where you want to be 

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11/21/2014 Be the market insider 

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11/21/2014 It's how you say it  

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11/21/2014 Follow a leader 

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11/21/2014 In time for the holidays 

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11/21/2014 Under-trained and mismanaged 

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11/21/2014 Uncovering the real reason 

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11/21/2014 Managing the sales call 

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11/25/2014 Don’t talk yourself out of a sale 

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11/25/2014 Why so many questions in headlines? 

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11/21/2014 Things to consider when working with non-traditional clients 

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11/25/2014 Salespeople need to be great at closing 

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11/25/2014 Know why you are calling 

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11/25/2014 Living with problems 

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11/25/2014 The needs of manufacturers 

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11/25/2014 Missed opportunity 

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11/25/2014 Remember who you're talking to 

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11/25/2014 Practice makes perfect 

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11/25/2014 Closing too quickly 

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11/25/2014 Campaign strategies backed by your whole station 

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11/25/2014 Customize the package 

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11/25/2014 Review your time frame 

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11/25/2014 Your voice 

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11/25/2014 Ask, listen and speak 

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11/25/2014 Popeyes Chicken is “Tear’n Up” monthly sales promotions  

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11/25/2014 Let clients help create digital ad campaigns 

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11/25/2014 Getting feedback from former customers 

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11/25/2014 Referral mistakes to avoid 

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11/25/2014 It’s radio, so write for the ear 

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11/25/2014 Handling an NTR objection 

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11/25/2014 Diagnose before you prescribe 

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11/25/2014 One-size-fits-all coaching 

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11/25/2014 Are you ‘hearing’ your customers? 

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11/25/2014 Adding value 

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11/25/2014 Word of mouth is the best advertising, and radio is the best word of mouth 

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11/25/2014 Use J-school students to create hyperLocal content 

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11/25/2014 Focus your prospecting 

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11/25/2014 Thinking strategically 

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11/25/2014 Just do something 

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11/25/2014 Story time 

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12/01/2014 ‘Let’s do this’ 

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12/02/2014 Why sales don’t go through 

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12/03/2014 Demonstrating credibility 

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12/04/2014 When is the last time you looked? 

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12/05/2014 Private Label brands offer a great promotional opportunity 

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12/08/2014 Get something in return 

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12/16/2014 Give ‘em a choice 

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12/09/2014 Unique remote vehicle graphic creates unique sales opportunities 

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12/10/2014 Just be yourself 

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12/11/2014 43 percent of small businesses don't want to grow  

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12/12/2014 Sponsor responsibly 

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12/15/2014 The sales funnel 

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12/18/2014 Manipulation or persuasion? 

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12/18/2014 Are your advertisers living for the quarter? Worse yet, payroll to payroll? 

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03/25/2015 Get The Appointment 

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12/19/2014 First quarter sales leads 

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12/19/2014 A New Year’s resolution 

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12/19/2014 Selling future benefits 

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12/19/2014 ‘I specialize in the impossible’ 

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12/19/2014 Sweepstakes, contests, and…no lotteries 

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12/19/2014 Increase your pre-call, pre-meeting research 

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12/19/2014 Watch what you say 

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12/19/2014 ‘I noticed mistakes about your business in several online directories’ 

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11/18/2014 A holiday partnership 

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11/24/2014 Competing against yourself 

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11/24/2014 Express your true intent 

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11/24/2014 Sometimes it pays to ‘think small’ 

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