Daily Sales Tip

Date	Title	View
09/20/2023	When negotiating, control your emotions	View
09/18/2023	Free money!	View
09/15/2023	Are you interesting?	View
09/14/2023	Watch what you say	View
09/13/2023	Practice the art of listening	View
09/12/2023	Keep customers informed	View
09/11/2023	What are they talking about?	View
09/08/2023	It's tough out there	View
09/07/2023	3 words to avoid when cold-calling a new prospect	View
09/06/2023	Respect the prospect's time	View
09/05/2023	Develop doubt	View
09/01/2023	Unplug	View
08/31/2023	Characteristics of a sales leader	View
08/30/2023	Get something in return	View
08/29/2023	Finding the right sales mentor	View
08/28/2023	Focus on retail pt. II — The Diderot effect	View
08/25/2023	Focus on retail pt. I — Dwell time	View
08/23/2023	Make each appointment count	View
08/22/2023	Being on the same page	View
08/21/2023	How far can you go?	View
08/18/2023	I considered listening to the radio today	View
08/17/2023	So what?	View
08/16/2023	Separate yourself from the crowd	View
08/15/2023	Be nice	View
08/14/2023	Are you still playing the game?	View
08/11/2023	The 9 elements of change power	View
08/10/2023	Opening the sales call	View
08/09/2023	Dealing with difficult prospects	View
08/08/2023	Overcoming 'sales inertia'	View
08/07/2023	Inspiration is powerful medicine	View
08/04/2023	Frequency gets results	View
08/03/2023	'I don't have time to talk right now'	View
08/03/2023	Don't limit your choices	View
08/01/2023	Make rapport-building phone calls	View
07/31/2023	Is your sales model obsolete?	View
07/28/2023	Sometimes it's okay...	View
07/27/2023	Timing is everything	View
07/26/2023	Preparing for the sales call	View
07/25/2023	Add value, not cost	View
07/24/2023	What are you thinking?	View
07/21/2023	Face it, they're here to stay	View
07/20/2023	Plan your territories	View
07/19/2023	Ask for next steps	View
07/18/2023	Disagreeing and defusing	View
07/17/2023	RAB Trust Tool	View
07/14/2023	Something to ask your advertisers	View
07/13/2023	Walk away if necessary	View
07/13/2023	Always smile	View
07/11/2023	Watch your time with presentations	View
07/10/2023	We do important work	View
07/07/2023	I'm not a techie	View
07/06/2023	Clarify and paraphrase	View
07/05/2023	Help out	View
06/30/2023	How to maximize sponsorships	View
06/29/2023	Don't overlook anyone	View
06/28/2023	Getting the prospect to open up	View
06/28/2023	Don't give up too soon	View
06/26/2023	Let me know if you didn't...	View
06/23/2023	Following the recipe	View
06/22/2023	Give great support to your staff	View
06/21/2023	Simplify and specialize value	View
06/20/2023	Assess your sales team	View
06/20/2023	Assess your sales team	View
06/19/2023	Managers, are you listening?	View
06/15/2023	When on a sales phone call...	View
06/13/2023	Winning is fun. Celebrate it!	View
06/09/2023	I got a guy/gal	View
06/08/2023	Finishing ahead of schedule	View
06/07/2023	Be self-effacing in an authentic way	View
06/06/2023	Selling vertically, not horizontally	View
06/05/2023	Why email is (usually) a terrible way to prospect	View
06/02/2023	Three questions that lead to successful relationships	View
06/01/2023	Aim high	View
05/31/2023	Be punctual	View
05/30/2023	Anticipate potential problems	View
05/26/2023	Please don’t use this new RAB resource until...	View
05/25/2023	Be genuine	View
05/24/2023	Use energy to get a voicemail returned	View
05/23/2023	Keep them talking	View
05/22/2023	WOW! Words of wisdom	View
05/19/2023	How are you doing?	View
05/18/2023	Opinions count	View
05/17/2023	Learn the difference between a 'suspect' and a 'prospect'	View
05/16/2023	Have an open dialogue with your sales team	View
05/15/2023	Are you a kind person?	View
05/12/2023	Power negotiation	View
05/11/2023	Learn from the masters	View
05/10/2023	When in a slump, do something else you're good at	View
05/10/2023	Your closing strategies	View
05/08/2023	9 habits to change your future	View
05/05/2023	That was embarrassing...	View
05/05/2023	Spotting negative patterns — and derailing them	View
05/03/2023	Know what you're willing to concede	View
05/02/2023	Offer a choice of day and time when setting an appointment	View
05/01/2023	This car is a lemon	View
04/28/2023	P = M * V	View
04/27/2023	Relinquishing control	View
04/27/2023	Relinquishing control	View
04/26/2023	When setting an appointment, resist the urge to sell	View
04/25/2023	Don't give up on difficult prospects	View
04/24/2023	Are you speaking your clients' language?	View
04/21/2023	Are you leaving money on the table?	View
04/20/2023	'I don't have time to talk right now'	View
04/19/2023	Jekyll and Hyde	View
04/18/2023	Make rapport-building phone calls	View
04/17/2023	Do you have a high-performance culture?	View
04/13/2023	Timing is everything	View
04/12/2023	Ask for next steps	View
04/12/2023	Engage, don't evade the gatekeeper	View
04/11/2023	What do you think?	View
04/07/2023	Lessons from a bird brain...	View
04/06/2023	Disagreeing and defusing	View
04/05/2023	Use success stories to train and motivate	View
04/04/2023	Experiment, and don't make the same mistake twice	View
04/03/2023	This can't possibly be...	View
03/31/2023	Let's play!	View
03/30/2023	Always smile	View
03/29/2023	Clarify and paraphrase	View
03/27/2023	Good boss/bad boss	View
03/24/2023	Do you have a high-performance culture?	View
03/23/2023	Use their words	View
03/22/2023	The value of storytelling	View
03/21/2023	Opening the sales call	View
03/20/2023	And the reviews are in...	View
03/17/2023	When do I give up?	View
03/16/2023	Expect attrition	View
03/15/2023	Work on the basics	View
03/14/2023	Have a good attitude, no matter what	View
03/13/2023	12 Leadership lessons you'll learn here or the hard way	View
03/09/2023	Set transparent and measurable goals	View
03/09/2023	Are you agile or fragile?	View
03/08/2023	Inspiration or perspiration at #BorrellMiami2023 — it depends	View
03/07/2023	Make eye contact	View
03/06/2023	How would you like to make 800 prospect calls a day?	View
03/03/2023	Who doesn't love a conference?	View
03/02/2023	Aid the decision-making process	View
03/01/2023	How efficient is your sales team? Likely not enough.	View
02/28/2023	Don't try to fool somebody	View
02/27/2023	Open-ended questions	View
02/24/2023	Just a little goes a long way...	View
02/23/2023	Set your own goals	View
02/22/2023	Use their words	View
02/21/2023	Finding a champion	View
02/17/2023	The customer is NOT always right	View
02/16/2023	You're listening, but are you hearing your buyer?	View
02/16/2023	Begin with the end in mind	View
02/14/2023	Plant seeds at every opportunity	View
02/10/2023	How can you help?	View
02/09/2023	Become a trusted resource	View
02/08/2023	Ask for the order!	View
02/07/2023	Keep trying new things	View
02/06/2023	Confidence is the key	View
02/03/2023	The creative process	View
02/02/2023	Empathize with the angry customer	View
02/01/2023	It's time to dust off your sales strategy	View
01/31/2023	Analyzing 'winning' sales	View
01/30/2023	You are a brand	View
01/27/2023	Urgent or important?	View
01/26/2023	Leverage your mentor	View
01/25/2023	When dealing with objections, express your gratitude	View
01/24/2023	Talk about your prospect's favorite subject	View
01/23/2023	Hope is not a strategy	View
01/20/2023	RAB access for all!	View
01/20/2023	RAB access for all!	View
01/20/2023	RAB access for all!	View
01/20/2023	RAB access for all!	View
01/19/2023	Honesty is the best policy	View
01/18/2023	Skip the easy-to-achieve goals and aim higher	View
01/17/2023	Plan a debriefing session	View
01/13/2023	At CES, it's not about the gadgets anymore	View
01/12/2023	In case of an emergency, ask questions	View
01/11/2023	Develop multiple contacts within organizations	View
01/10/2023	It's time to dust off your sales strategy	View
01/09/2023	Constructive criticism is a myth	View
01/06/2023	Learning from your peers	View
01/05/2023	Learning from your peers	View
01/04/2023	'I didn't prepare'	View
01/03/2023	When the customer has price concerns	View
12/23/2022	Sales managers could be more like doctors	View
12/22/2022	Asking for the sale	View
12/21/2022	Sizing up the competition	View
12/20/2022	Get some face time	View
12/19/2022	Selling on purpose	View
12/15/2022	One question that can make you more memorable	View
12/14/2022	Give prospects an easy out	View
12/13/2022	Being on time	View
12/12/2022	Where are you headed?	View
12/12/2022	And the reviews are in...	View
12/08/2022	Build on your relationships	View
12/07/2022	How to avoid leaving dollars on the table with integrated campaigns	View
12/06/2022	Give great support to your staff	View
12/05/2022	Wait, can I buy more?	View
12/02/2022	There are NO shortcuts...	View
12/01/2022	Getting feedback from former customers	View
11/30/2022	Value in every touch	View
11/29/2022	Cushion your schedule	View
11/28/2022	Are you a time waster or a value creator?	View
11/28/2022	Are you a time waster or a value creator?	View
11/23/2022	Building trust	View
11/22/2022	Practice the art of listening	View
11/21/2022	Connection etiquette	View
11/21/2022	Connection etiquette	View
11/18/2022	Please don't do this	View
11/17/2022	Respect the prospect's time	View
11/16/2022	Dusting off your dead ends: What to do when leads go cold	View
11/15/2022	Don't expect to win an argument and close the sale	View
11/14/2022	Do you mean well?	View
11/11/2022	Hope is not a strategy	View
11/10/2022	Know your competition	View
11/09/2022	Finishing ahead of schedule	View
11/08/2022	Winning is fun. Celebrate it!	View
11/07/2022	Want to be different AND better?	View
11/04/2022	Success breeds success	View
11/03/2022	Get your hands dirty	View
11/02/2022	Know your competition	View
11/02/2022	Objections are not negative	View
10/31/2022	What do you want from me?	View
10/28/2022	Survey says...	View
10/27/2022	Make your boss look good	View
10/26/2022	Pump up your prospecting: tools, tips and tricks	View
10/25/2022	Finishing ahead of schedule	View
10/24/2022	I was wrong	View
10/21/2022	I quit!	View
10/20/2022	Avoiding Complacency	View
10/19/2022	Coaching in the moment	View
10/18/2022	The most difficult challenge for new salespeople	View
10/17/2022	Place your bets!	View
10/14/2022	What are you doing this weekend?	View
10/13/2022	You can never have too many contacts	View
10/12/2022	3 words to avoid when cold-calling a new prospect	View
10/11/2022	Practice self-evaluation	View
10/10/2022	Mistakes happen	View
10/07/2022	This car is a lemon	View
10/06/2022	Providing mentorship for managers	View
10/05/2022	Listen to the emotional side of your prospect or client	View
10/04/2022	Offer your prospects options	View
10/03/2022	Good day or bad day...It depends	View
09/30/2022	Can you help us help others?	View
09/29/2022	Respect the prospect's time	View
09/28/2022	Modulating your tone of voice to suit the situation	View
09/26/2022	When customers leave, find out why	View
09/26/2022	How far can you go?	View
09/22/2022	Aid the decision-making process	View
09/21/2022	Don't try to fool somebody	View
09/21/2022	Do you have a high-performance culture?	View
09/20/2022	Plant seeds at every opportunity	View
09/19/2022	Free Money Monday!	View
09/16/2022	The mental toll this is taking	View
09/15/2022	Updating your testimonials and references	View
09/14/2022	Listen up!	View
09/13/2022	You can't build a great sales team without a great sales manager	View
09/12/2022	Don't be "that person"	View
09/09/2022	Another reason to call your clients and prospects	View
09/08/2022	Planning phone sales calls	View
09/07/2022	Plant the seeds of tomorrow	View
09/06/2022	Avoiding the stall	View
09/02/2022	Everybody's Workin' for the Weekend	View
09/01/2022	Remain seated	View
08/31/2022	Talk about your prospect's favorite subject	View
08/30/2022	Always research sales prospects	View
08/29/2022	Recency of experience	View
08/29/2022	Read this article because we wrote it	View
08/25/2022	Work on the basics	View
08/24/2022	The canceled appointment	View
08/23/2022	Getting a read on the prospect	View
08/22/2022	Job security	View
08/19/2022	You are making a difference	View
08/18/2022	Celebrate your customers' anniversaries	View
08/17/2022	Always be...	View
08/16/2022	Watch the competition	View
08/15/2022	Are you a time waster or value creator?	View
08/12/2022	Stop Calling It Terrestrial Radio	View
08/11/2022	Reference your prior communications	View
08/10/2022	Always sell to people	View
08/09/2022	Cold-calling pitfalls to avoid	View
08/08/2022	We do important work	View
08/05/2022	Are you still playing the game?	View
08/04/2022	Reference your prior communications	View
08/03/2022	Learn a healthy way to handle rejection	View
08/02/2022	Helping the prospect make a decision	View
08/01/2022	Increase Your Sales — It's Simple, (Part II)	View
07/29/2022	Increase Your Sales — It's Simple. (Part I)	View
07/28/2022	Plan a debriefing session	View
07/27/2022	Don't guess just to appear knowledgeable	View
07/27/2022	Keep it clear	View
07/25/2022	Thanks, I needed that	View
07/22/2022	Do your clients and employees feel valued?	View
07/21/2022	Use loyal customers as leverage	View
07/20/2022	Anticipate potential problems	View
07/19/2022	Selling from the heart	View
07/18/2022	Are you on your calendar?	View
07/15/2022	This made me mad	View
07/14/2022	Keep them talking	View
07/13/2022	Learn the difference between a 'suspect' and a 'prospect'	View
07/12/2022	Present a specific solution for the prospect's challenges	View
07/12/2022	Present a specific solution for the prospect's challenges	View
07/11/2022	Getting it all accomplished	View
07/08/2022	Connection Etiquette	View
07/07/2022	It's OK to admit, 'We can't do it'	View
07/06/2022	Have an open dialogue with your sales team	View
07/05/2022	Learn from the masters	View
07/01/2022	Are you a source of business intelligence?	View
06/30/2022	Increasing your odds	View
06/29/2022	Practice creative procrastination	View
06/28/2022	Selling to the right person	View
06/27/2022	You broke the dam in my head	View
06/24/2022	Does your company have standards?	View
06/23/2022	Make objections work for you	View
06/22/2022	Have an open dialogue with your sales team	View
06/21/2022	Uncover new benefits	View
06/17/2022	Are you inspired and inspiring?	View
06/16/2022	Slow down to speed up your sales	View
06/15/2022	Setting the stage in a negotiation	View
06/14/2022	Honesty is the best policy	View
06/13/2022	Professionals practice until they can't get it wrong	View
06/10/2022	WOW! Words of wisdom	View
06/09/2022	Work on your weaknesses	View
06/08/2022	Managing your time	View
06/07/2022	Restating objections	View
06/06/2022	Mass email is a horrible way to prospect	View
06/03/2022	Power negotiation	View
06/02/2022	Interested or just polite?	View
06/01/2022	Abide by the Golden Rule	View
05/31/2022	Demonstrate credibility	View
05/27/2022	Unplug	View
05/26/2022	Build rapport by saving key info	View
05/25/2022	Know those 'unwritten' expectations	View
05/24/2022	Strive for continuous improvement	View
05/23/2022	Nobody mentioned my ads	View
05/20/2022	Finding great sales talent or creating it…	View
05/19/2022	Generating testimonials	View
05/18/2022	Focus on finding the right prospects	View
05/17/2022	4 tips for pre-call sales planning	View
05/16/2022	Do you have a guide?	View
05/13/2022	Triskaidekaphobia	View
05/12/2022	When setting an appointment, resist the urge to sell	View
05/11/2022	One-size-fits-all coaching	View
05/10/2022	Don't give up on difficult prospects	View
05/09/2022	If you think you're beaten — you are	View
05/06/2022	Are you a kind person?	View
05/05/2022	Aggressive versus assertive behavior	View
05/04/2022	Have a focused game plan	View
05/03/2022	Selling to inexperienced buyers	View
05/02/2022	The power of engagement	View
04/29/2022	Does anyone know?	View
04/28/2022	When you're at your best	View
04/27/2022	Sending business articles	View
04/26/2022	Simplify and specialize value	View
04/22/2022	Good boss/bad boss	View
04/21/2022	Your opening statement	View
04/20/2022	Asking for the sale	View
04/19/2022	Being there when needed	View
04/18/2022	Successful actions lead to successful results	View
04/15/2022	Inertia	View
04/14/2022	Turning failure into success	View
04/13/2022	The canceled appointment	View
04/12/2022	The post-sale 'check-up'	View
04/11/2022	This car is a lemon	View
04/08/2022	Are you agile or fragile?	View
04/07/2022	Overcoming 'sales inertia'	View
04/06/2022	Don't try to 'wing it'	View
04/05/2022	Don't be late	View
04/04/2022	What do you want from me?	View
04/01/2022	Can you move a little faster?	View
03/31/2022	Is there a single, 'right' way to sell?	View
03/30/2022	Keeping it positive	View
03/29/2022	'I don't have time to talk right now'	View
03/28/2022	I'm sorry, we can't help you...	View
03/25/2022	Are you running on empty?	View
03/24/2022	Using fear to your advantage	View
03/23/2022	You are always on stage	View
03/22/2022	Preparing for the sales call	View
03/18/2022	What's next?	View
03/17/2022	Disagreeing and diffusing	View
03/16/2022	Add value, not cost	View
03/15/2022	The 'third-party selling' technique	View
03/14/2022	Constructive criticism is a myth	View
03/11/2022	Are You Agile or Fragile?	View
03/10/2022	Live to fight another day	View
03/09/2022	Rescuing wounded deals	View
03/08/2022	The Two Biggest Mistakes	View
03/07/2022	Is Your Sales Model Obsolete?	View
03/04/2022	Motivation is a Myth	View
03/03/2022	Trust builders	View
03/01/2022	Pause and listen	View
02/28/2022	Do You Have A High-Performance Culture?	View
02/25/2022	Confidence is the Key	View
02/24/2022	Sell Your Record of Success	View
02/23/2022	R-E-S-P-E-C-T	View
02/22/2022	Make a note of it	View
02/18/2022	Does Your Phone Work?	View
02/17/2022	Re-establishing Relationships	View
02/16/2022	Think Of 'Sales' As Problem-Solving Conversations	View
02/15/2022	Be the CEO Of Your Own Career	View
02/14/2022	Are You in Love?	View
02/11/2022	Develop Your Capacity for Empathy	View
02/10/2022	Understand Prospects as Human Beings First	View
02/09/2022	Ask Great Questions	View
02/08/2022	Add Value With Every Transaction	View
02/07/2022	The Ingredients for Success in Sales	View
02/04/2022	Vent, Validate and Value	View
02/03/2022	Prepare More Questions	View
02/02/2022	Hard Work is Risky	View
02/01/2022	Do Your Homework	View
01/31/2022	Thirteen Leadership Lessons You'll Learn Here or the Hard Way	View
01/28/2022	We're All in This Together	View
01/27/2022	Be prepared	View
01/26/2022	Beg or Brag	View
01/25/2022	Practice	View
01/24/2022	What It Means to Be Great	View
01/21/2022	Dwell-Time	View
01/20/2022	Be confident	View
01/19/2022	Be Human	View
01/18/2022	The Diderot Effect	View
01/14/2022	More Strategy, Less Hope	View
01/13/2022	Be a Follow-Up Specialist	View
01/12/2022	Consistent Prospecting Solves Most Sales Challenges	View
01/11/2022	Be Transparent	View
01/10/2022	Some Prospects Should NOT Advertise...Yet	View
01/07/2022	Hope Is Not a Strategy	View
01/06/2022	Get to Know Your Customers	View
01/05/2022	Turn Off the Internet	View
12/30/2021	Does Your Phone Work?	View
12/29/2021	What Are You Looking At?	View
12/28/2021	Where Are You Headed?	View
12/27/2021	Great Holiday Reading	View
12/23/2021	The Four Ls of Success	View
12/22/2021	And The Reviews Are In...	View
12/21/2021	The Five Elements of a Productive Question	View
12/20/2021	Advertisers LOVE Data	View
12/17/2021	To Tell or Not to Tell	View
12/16/2021	Q: How Do I Sell Against Digital? A: You Don't	View
12/15/2021	Born-on Date	View
12/14/2021	Seven Ways To Become a Source of Business Advantage to Your Local Advertisers	View
12/13/2021	Measuring What Matters — Response	View
12/10/2021	What's The Worst That Could Happen?	View
12/09/2021	Stop Making Stupid Mistakes	View
12/08/2021	Measuring What Matters	View
12/07/2021	Sales Managers Could Be More Like Doctors	View
12/06/2021	Selling With Purpose	View
12/03/2021	Why People Hate to Advertise	View
12/02/2021	Solve Customer Complaints with One Question	View
12/01/2021	Wait, Can I Buy More?	View
11/30/2021	There Are NO Shortcuts...	View
11/29/2021	Fake It, Till You Make It	View
11/23/2021	Do You Provide Essential Services?	View
11/22/2021	What's In Your Sales Go Bag?	View
11/19/2021	Want to Be Different AND Better?	View
11/18/2021	Don't Forget the Fundamentals	View
11/17/2021	How to Hit the Goals You Set	View
11/16/2021	Setting and Achieving Higher Goals	View
11/15/2021	What's Your Advertising Budget?	View
11/12/2021	Advertising Can't Make a Bad Business Better	View
11/11/2021	Following the Recipe	View
11/10/2021	This Can't Be True…	View
11/09/2021	Motivation Is a Myth	View
11/05/2021	Radio – The Soundtrack of Our Lives	View
11/04/2021	How to Build Quality Relationships (Part III)	View
11/03/2021	Your Last Conversation is the Relationship (Part II)	View
11/02/2021	Relationships Matter Most (Part I)	View
11/01/2021	The Elements of Trust	View
10/29/2021	Survey Says…	View
10/28/2021	How to Build a Culture of Accountability	View
10/27/2021	Being Accountable	View
10/26/2021	The Fear of Knowing, or Not Knowing	View
10/22/2021	The Importance of Human Contact	View
10/21/2021	Born-on Date	View
10/20/2021	What's Your Story?	View
10/19/2021	What Do Your Customers Think of You?	View
10/18/2021	The Ingredients for Success in Sales	View
10/15/2021	Do You Have to or Want to?	View
10/14/2021	To Connect and Engage, Look Beyond	View
10/13/2021	When Do I Give Up?	View
10/12/2021	Words to Avoid…	View
10/11/2021	I’m Going To Be Totally Honest With You	View
10/08/2021	Brand Consistency	View
10/07/2021	How Do You Feel?	View
10/06/2021	The Future is Local	View
10/06/2021	Job Security	View
10/04/2021	Do Your Employees Know How You Feel?	View
10/01/2021	Recency of Experience	View
09/30/2021	Will You Ask For The Annual?	View
09/29/2021	Dig Deeper for Greater Understanding	View
09/28/2021	RAB Members Are The Best	View
09/27/2021	What’s Holding You Back?	View
09/24/2021	Are You a Riser or Sinker?	View
09/23/2021	What’s Stupid Around Here?	View
09/22/2021	Stop Selling	View
09/21/2021	Climbing the Ladder	View
09/20/2021	Seven Reasons to Read This	View
09/17/2021	Wouldn’t It Be Nice?	View
09/16/2021	YOLO? Maybe Not	View
09/15/2021	Are We Clear? Crystal	View
09/13/2021	What Do You Want From Me?	View
09/10/2021	Unplug	View
09/09/2021	The Future is Local	View
09/08/2021	Are You a Believer?	View
09/07/2021	Presentation Tips	View
09/03/2021	Intelligent Questions	View
09/02/2021	Are You A Conversational Narcissist?	View
09/01/2021	What Do You Want From Me?	View
08/31/2021	You’re Not Just Anyone	View
08/30/2021	Stop Selling	View
08/27/2021	Looking Forward to Cold Calling?	View
08/26/2021	I Love Where I Work	View
08/25/2021	Are You In Love?	View
08/24/2021	Uncertainty Still Prevails, But It’s Different	View
08/23/2021	Prospecting Made Easy(ier)...	View
08/20/2021	What’s The Point?	View
08/19/2021	Hope Is Not a Strategy	View
08/18/2021	The Mental Toll This is Taking	View
08/17/2021	It’s The Experience	View
08/16/2021	Businesses That Continue Advertising in Crisis Grow	View
08/13/2021	Please Don't Lead With Research	View
08/12/2021	Change Power	View
08/12/2021	The Nine Elements of Change Power	View
08/10/2021	Pluralistic Ignorance	View
08/09/2021	Six Lessons Learned	View
08/06/2021	Shut Up and Listen	View
08/04/2021	Seeding	View
08/03/2021	Do I Belong?	View
08/02/2021	You’re Doing It Wrong	View
07/30/2021	Boat Shopping	View
07/29/2021	How Do You Feel?	View
07/28/2021	Read This Article Because We Wrote It	View
07/27/2021	Hope Is Not A Strategy	View
07/26/2021	Are You a Believer?	View
07/23/2021	Recency of Experience	View
07/22/2021	What’s The Point?	View
07/21/2021	Only The Strong Survive	View
07/20/2021	Managers, Are You Listening?	View
07/19/2021	Please Don’t Do This	View
07/16/2021	Training: It’s Not Just How, But Whom You Train	View
07/15/2021	Who Are You Again?	View
07/14/2021	Are You THE Place to Work?	View
07/13/2021	The Great Resignation – Are You in Danger? (Part II)	View
07/09/2021	Getting It All Accomplished	View
07/08/2021	Connection Etiquette Part II	View
07/07/2021	Connection Etiquette	View
07/06/2021	Advertising Doesn’t Sell…	View
07/02/2021	Increase Your Sales – It’s Simple. (Part II)	View
07/01/2021	Increase Your Sales – It’s Simple. (Part I)	View
06/30/2021	Holiday Weekend Experiment	View
06/29/2021	Could a Phone Call Change Your Life?	View
06/28/2021	RAB Trust Tool	View
06/25/2021	Trust Me	View
06/24/2021	Talent = Growth	View
06/23/2021	The Two Ts of Tomorrow	View
06/22/2021	Are You Speaking Their Language?	View
06/21/2021	Listen Up!	View
06/17/2021	WOW Customer Service	View
06/16/2021	Do You Have Happy Customers?	View
06/15/2021	Is Sales Force Turnover Always a Bad Thing?	View
06/14/2021	Advertising Reps Are Snake Oil Salespeople	View
06/11/2021	Job Security	View
06/09/2021	What is Your Mailing Address?	View
06/08/2021	The Motivating Power of New Learning	View
06/07/2021	Will You Try This?	View
06/04/2021	What’s Your Purpose?	View
06/03/2021	Professionals Practice Until They Can’t Get It Wrong	View
06/02/2021	Clients Are a Gift Never to Be Taken for Granted	View
06/01/2021	The Torx Screw	View
05/28/2021	Radio Matters to Automotive - Video Sales Tip	View
05/27/2021	The Hanging Chad…	View
05/26/2021	The Problem With Goals	View
05/25/2021	Your Goals Are Not the Problem	View
05/24/2021	The Creative Process	View
05/21/2021	Online/Live Presentation Tips	View
05/20/2021	Are You Really Listening?	View
05/18/2021	Seeding	View
05/17/2021	Stop Selling	View
05/14/2021	Dwell Time	View
05/13/2021	The Diderot Effect	View
05/12/2021	The Four Levels of Learning	View
05/11/2021	Finding Great Sales Talent or Creating It…	View
05/10/2021	Nobody Mentioned My Ads	View
05/06/2021	A Culture of Confidence	View
05/05/2021	Confidence is the Key	View
05/04/2021	Send Me A Letter	View
05/03/2021	Do Your Clients Trust You…	View
04/30/2021	What’s Your Purpose?	View
04/29/2021	Thrive, Not Just Survive…	View
04/28/2021	May the Best Team Win	View
04/27/2021	Mass Email Is a Horrible Way to Prospect	View
04/23/2021	Pre-Meeting Planning – Agency Style	View
04/22/2021	Maximizing Agency Relationships	View
04/21/2021	Power Negotiation	View
04/21/2021	I Just Want to Be Able to Pay With My Wrist	View
04/19/2021	Are You A Believer?	View
04/16/2021	Seizing the Opportunity	View
04/15/2021	If You're Happy and You Know It…	View
04/14/2021	Can You Hear What I See? (Pt. II)	View
04/13/2021	Can You Hear What I See? (Pt. I)	View
04/12/2021	Yes, There Really Are Stupid Questions	View
04/08/2021	Where Are You Headed?	View
04/07/2021	Does Your Phone Work?	View
04/06/2021	What do you think?	View
04/05/2021	Do You Want To Get Better?	View
04/02/2021	And the Reviews are in…	View
04/01/2021	To Tell or Not to Tell	View
03/31/2021	The Four Ps of Successful Meetings	View
03/30/2021	ABC – Always Be Closing	View
03/29/2021	Selling After the Crisis	View
03/25/2021	Advertising Can’t Make A Bad Business Better	View
03/24/2021	Hey, Can You Help Us Out?	View
03/24/2021	Hey, Can You Help Us Out?	View
03/23/2021	Don’t Be That Person	View
03/22/2021	How is it going?	View
03/19/2021	One Way to Be A Source of Business Intelligence	View
03/18/2021	Prospecting Made Easy(er)	View
03/17/2021	Lessons from a Bird Brain…	View
03/16/2021	Urgent or Important?	View
03/15/2021	Maximize Strengths, Manage Around Weaknesses	View
03/12/2021	Inbox Detox	View
03/11/2021	This Car Is a Lemon	View
03/10/2021	Constructive Criticism is a Myth	View
03/09/2021	Are You Agile or Fragile?	View
03/03/2021	This Can’t Possibly Be…	View
03/02/2021	Are You Speaking Your Clients’ Language?	View
03/01/2021	Do You Mean Well?	View
02/26/2021	Trust 2.0	View
02/25/2021	Good Boss/Bad Boss	View
02/24/2021	Are You A Conversational Narcissist?	View
02/23/2021	Something to Ask Your Advertisers	View
02/22/2021	What We Know… and What We Don’t	View
02/19/2021	The Mental Toll This is Taking	View
02/18/2021	What We Know... and What We Don't	View
02/17/2021	What to Say When You Call	View
02/12/2021	What Are You Looking At?	View
02/11/2021	Go Pack, Go!	View
02/09/2021	Do You Have a High-Performance Culture?	View
02/08/2021	Prospecting – Your Favorite Topic!	View
02/05/2021	How Far Can You Go?	View
02/04/2021	I Considered Listening to the Radio Today	View
02/03/2021	A Culture of Confidence	View
02/02/2021	Confidence Is the Key	View
01/28/2021	Stop Selling	View
01/27/2021	How Do You Feel?	View
01/26/2021	Read This Article Because We Wrote It	View
01/25/2021	Hope Is Not A Strategy	View
01/22/2021	We Do Important Work	View
01/19/2021	Do Your Clients Trust You?	View
01/14/2021	The Mental Toll This is Taking	View
01/13/2021	What We Know... And What We Don't	View
01/11/2021	I Know Someone	View
01/07/2021	To Tell or Not to Tell	View
01/06/2021	How Would You Like to Make 800 Prospect Calls a Day?	View
01/05/2021	Urgent or Important?	View
12/23/2020	And the Reviews Are In...	View
12/18/2020	I'm Just Stopping By...	View
12/17/2020	Never Hire A Bad Salesperson Again	View
12/16/2020	Seven Ways to Become a Source of Business Advantage to Your Local Advertisers	View
12/15/2020	Will You Ask for The Annual?	View
12/14/2020	What's Wrong with Management?	View
12/14/2020	What's Wrong with Management?	View
12/11/2020	Are You Speaking Your Clients’ Language?	View
12/10/2020	Maximize Strengths, Manage Around Weaknesses	View
12/09/2020	Are You Building Them Up or Beating Them Up?	View
12/08/2020	Have You Unlearned Anything This Year?	View
12/07/2020	What’s the Worst That Could Happen?	View
12/03/2020	Ever Miss a Deadline?	View
12/02/2020	Looking to Expand Share of Wallet? Think Video	View
12/01/2020	Measuring What Matters	View
11/30/2020	Sales Managers Could Be More Like Doctors	View
11/25/2020	Do You Have Happy Customers?	View
11/24/2020	What's in Your Sales Go Bag?	View
11/23/2020	Selling on Purpose	View
11/19/2020	Why People Hate to Advertise	View
11/18/2020	Your Appearance Matters...	View
11/17/2020	Following the Recipe	View
11/16/2020	Solve Customer Complaints with One Question	View
11/13/2020	Advertising Can’t Make a Bad Business Better	View
11/12/2020	A Great Way to Get Ready for the New Year	View
11/11/2020	Can You Handle the Truth?	View
11/10/2020	Are You in Danger of Losing Your Best Talent?	View
11/06/2020	Do You Have Happy Customers?	View
11/05/2020	Are You A Conversational Narcissist?	View
11/04/2020	The Future is Local	View
11/03/2020	Stop Doing Customer Needs Analysis Meetings	View
11/02/2020	Radio - the Soundtrack of Our Lives	View
11/01/2020	How to Build Quality Relationships	View
10/29/2020	Your Last Conversation Is the Relationship	View
10/28/2020	Relationships Matter Most	View
10/27/2020	Campaigns That Get Results	View
10/26/2020	That’s Not What I Meant…	View
10/23/2020	Why Salespeople Lie to Their Managers	View
10/21/2020	Why Can’t These People Focus?	View
10/20/2020	How to Have Your Most Productive Year Ever (Part 2)	View
10/19/2020	How to Have Your Most Productive Year Ever (Part 1)	View
10/15/2020	Are You A Believer?	View
10/14/2020	How to Write Prospecting Emails That Work	View
10/13/2020	The Biggest Mistake in Selling…	View
10/12/2020	Can You Hear What I See? (Part II)	View
10/09/2020	Can You Hear What I See? (Part I)	View
10/08/2020	Rethinking the Customer Experience	View
10/08/2020	Its Apple Picking Season	View
10/07/2020	What Are Your Companies Core Values?	View
10/06/2020	Be Different When Prospecting	View
10/05/2020	Role Priority Versus Task Priority	View
10/02/2020	Yes, There Really are Dumb Questions	View
10/01/2020	Mistakes Happen	View
09/30/2020	What Do You Know About Radio?	View
09/29/2020	Some Prospects Should NOT Advertise… Yet	View
09/28/2020	Does Your Phone Work?	View
09/25/2020	You Are in Total Control	View
09/22/2020	A Little Kindness Goes A Long Way	View
09/21/2020	Are You Surviving – Or Thriving?	View
09/18/2020	I Don’t Like Training…	View
09/17/2020	We Have Our Answer	View
09/16/2020	The Tale of Two Sellers	View
09/15/2020	Do You Want to Get Better?	View
09/14/2020	Want Some Free Money?	View
09/11/2020	Why People Hate to Advertise	View
09/10/2020	Are You Following VCE?	View
09/09/2020	What are you looking at?	View
09/08/2020	Did You Do Some Traveling This Holiday Weekend?	View
09/04/2020	Great Weekend Reading	View
08/31/2020	What Do You Think?	View
08/28/2020	And the Reviews Are In…	View
08/27/2020	The Five Elements of a Productive Question	View
08/26/2020	The Power of Radio for Political	View
08/24/2020	September Sales Ideas	View
08/21/2020	To Tell or Not To Tell	View
08/20/2020	Foster Continual Education	View
08/20/2020	What’s Your Advertising Budget?	View
08/19/2020	Can You Help, Please?	View
08/18/2020	The Four Levels of Learning	View
08/17/2020	How Do I Get Past the Gatekeeper?	View
08/14/2020	Finding Great Sales Talent or Creating It…	View
08/12/2020	No Medium Is Better at This Than Radio	View
08/11/2020	Will You Try This?	View
08/07/2020	RAB Video Sales Tip	View
08/06/2020	I Love Objections	View
08/06/2020	How to Handle Objections	View
08/05/2020	I Was Wrong	View
07/31/2020	Another Reason to Call Your Clients and Prospects	View
07/29/2020	The Power of Radio	View
07/27/2020	Learn Something New	View
07/27/2020	The Industry Lost A Giant	View
07/24/2020	Stop Selling	View
07/22/2020	Born-on-Date?	View
07/21/2020	What’s Your Story?	View
07/21/2020	Fake It, Till You Make It	View
07/17/2020	Who Doesn’t Love Cookies?	View
07/16/2020	How to Hit the Goals You Set	View
07/14/2020	Shift Happens	View
07/13/2020	What Are Consumers Thinking?	View
07/10/2020	Did You Smell the Roses?	View
07/08/2020	Do You Know That Guy?	View
07/08/2020	The Worst Opening Lines in Sales…	View
07/08/2020	The Worst Opening Lines in Sales…	View
07/06/2020	What’s the Worst That Could Happen?	View
07/06/2020	Celebrating Independence – Together…	View
06/30/2020	Great Advice	View
06/29/2020	Advertising Doesn’t Sell…	View
06/29/2020	A New Type of Workspace	View
06/25/2020	Eight to Be Great	View
06/24/2020	Thanks, Dad…	View
06/23/2020	Urgent or Important?	View
06/22/2020	Key Lessons Learned So Far…	View
06/17/2020	Why Can’t These People Focus?	View
06/16/2020	Start with the End in Mind	View
06/12/2020	Gone Fishing…	View
06/11/2020	Do You Have Happy Customers?	View
06/10/2020	Please Don’t Do This:	View
06/09/2020	Words to Avoid…	View
06/08/2020	I’m Going To Be Totally Honest With You	View
06/04/2020	Brand Consistency	View
06/01/2020	Do You Provide Essential Services?	View
05/29/2020	Cooking with Kent	View
05/26/2020	Time for S.M.A.R.T. Prospecting	View
05/22/2020	Drink Up and Be Healthy	View
05/20/2020	The Future is Local	View
05/20/2020	The Value of a Brand	View
05/18/2020	Read This Article Because We Wrote It	View
05/15/2020	Andrew White Cooks Up Some Fun	View
05/13/2020	Are You a Believer?	View
05/12/2020	Uncertainty Still Prevails, But It’s Different	View
05/11/2020	When Was the Last Time You Rolled in the Grass?	View
05/07/2020	Prospecting Made Easy(-ier) ...	View
05/07/2020	Prospecting Made Easy(-ier) ...	View
05/06/2020	Hope Is Not A Strategy	View
05/05/2020	Recency of Experience	View
05/01/2020	Social Distance Does Not Mean Isolation	View
04/30/2020	What’s the Point?	View
04/29/2020	Online Presentation Tips	View
04/28/2020	Intelligent Questions	View
04/27/2020	Are You A Conversational Narcissist?	View
04/23/2020	I Am Capable. I Am Willing. I Can and I Will	View
04/22/2020	Do Your Clients Trust You?	View
04/21/2020	It's A Mind Game	View
04/20/2020	Smile, You’re on Camera	View
04/17/2020	The Importance of D-Time	View
04/16/2020	The Mental Toll This is Taking	View
04/14/2020	What We Know…And What We Don’t	View
04/13/2020	What to Say When You Call	View
04/10/2020	Having trouble adjusting to an unconventional work-from-home office?	View
04/09/2020	What To Say When You Advertise	View
04/08/2020	Should Clients Be Advertising Now?	View
04/07/2020	Please Don't Lead With Research	View
04/06/2020	Thrive, Not Just Survive…	View
04/03/2020	Feeling the work-from-home blues?	View
04/02/2020	Pluralistic Ignorance	View
04/01/2020	Another Reason To Call Your Clients and Prospects	View
03/31/2020	Are You Really Listening?	View
03/27/2020	Answer the 'why'	View
03/26/2020	Pause and listen	View
03/25/2020	Taking personal accountability	View
03/24/2020	In case of an emergency, ask questions	View
03/23/2020	Listen to the emotional side of your prospect or client	View
03/20/2020	Coaching in the moment	View
03/19/2020	When customers leave, find out why	View
03/18/2020	Relationships matter more than ever	View
03/17/2020	Keep customers informed	View
03/16/2020	Get something in return	View
03/13/2020	Respect the prospect's time	View
03/12/2020	Develop doubt	View
03/11/2020	Make each appointment count	View
03/10/2020	Don't expect to win an argument and close the sale	View
03/09/2020	Ask, listen and act	View
03/06/2020	Sharing success stories with new hires	View
03/05/2020	Being on the same page	View
03/04/2020	Let the prospect talk	View
03/03/2020	Match communication and body language	View
03/02/2020	Consider a mentor	View
02/28/2020	Make eye contact	View
02/27/2020	Don't try to fool somebody	View
02/26/2020	Set your own goals	View
02/25/2020	Opening the sales call	View
02/24/2020	The two biggest mistakes	View
02/21/2020	What is an objection, anyway?	View
02/20/2020	Expect attrition	View
02/19/2020	Be a storyteller	View
02/18/2020	Just be yourself	View
02/17/2020	Use their words	View
02/14/2020	Begin with the end in mind	View
02/13/2020	You're listening, but are you hearing your buyer?	View
02/12/2020	Say the magic word	View
02/11/2020	Become a trusted resource	View
02/10/2020	Work on the basics	View
02/06/2020	'I didn't prepare'	View
02/05/2020	Celebrate your customers' anniversaries	View
02/04/2020	Updating your testimonials and references	View
02/03/2020	Empowering the gatekeeper	View
01/31/2020	Keep trying new things	View
01/30/2020	Analyzing 'winning' sales	View
01/29/2020	Don't be pushy	View
01/28/2020	Let prospects interrupt	View
01/27/2020	The 'Third-Party Selling' technique	View
01/24/2020	Avoid the 'drop in' call	View
01/23/2020	Communicate with great information	View
01/22/2020	The importance of being trustworthy	View
01/17/2020	Mirroring the prospect	View
01/17/2020	Prepare more questions	View
01/16/2020	Thinking like a customer	View
01/14/2020	When negotiating, be patient	View
01/13/2020	Know why you are calling	View
01/10/2020	Always be...	View
01/09/2020	Give 'em a choice	View
01/08/2020	Know your 'peak' time	View
01/07/2020	Pause and listen	View
12/19/2019	R-E-S-P-E-C-T	View
12/18/2019	Make a note of it	View
12/17/2019	Now What...CONGRATULATIONS?	View
12/16/2019	Show your enthusiasm!	View
12/13/2019	Maintain a file of testimonials	View
12/12/2019	Dealing with an angry client	View
12/11/2019	Discipline	View
12/05/2019	Reference your prior communications	View
12/04/2019	Know those 'unwritten' expectations	View
12/03/2019	Helping the prospect make a decision	View
12/02/2019	Cold-calling pitfalls to avoid	View
11/27/2019	Efficient vs. effective	View
11/26/2019	Plan a debriefing session	View
11/25/2019	Communicate effectively with your sales team	View
11/22/2019	Create a plan that's based on reality	View
11/21/2019	Be flexible	View
11/20/2019	Get some face time	View
11/19/2019	Abide by the Golden Rule	View
11/15/2019	Slow down	View
11/14/2019	Make it easy	View
11/13/2019	Fulfilling promises	View
11/12/2019	Follow up: It's up to you	View
11/11/2019	Dig into challenges	View
11/08/2019	One question that can make you more memorable	View
11/07/2019	A good time to reach decision-makers	View
11/06/2019	Give prospects an easy out	View
11/05/2019	Learn a healthy way to handle rejection	View
11/04/2019	Identify the root cause	View
11/01/2019	Closing at every opportunity	View
10/31/2019	The 'give it a try' method	View
10/30/2019	Don’t be pushy	View
10/29/2019	Cushion your schedule	View
10/28/2019	Value in every touch	View
10/25/2019	Being on time	View
10/24/2019	The value of storytelling	View
10/23/2019	Focus on the end goal	View
10/22/2019	Building sales team unity	View
10/21/2019	Think big	View
10/18/2019	Set your sales bar high	View
10/17/2019	Trusting your intuition	View
10/16/2019	Helping your client along the way	View
10/15/2019	Practice the art of listening	View
10/14/2019	Strike a balance	View
10/11/2019	Dealing with difficult prospects	View
10/10/2019	Make your customer the hero	View
10/09/2019	Pay close attention to what your prospect isn't saying	View
10/08/2019	Find a mentor	View
10/07/2019	Bringing up objections	View
10/04/2019	Address problems quickly	View
10/03/2019	'Tell me your thoughts'	View
10/02/2019	A token of appreciation	View
10/01/2019	When negotiating, control your emotions	View
09/30/2019	Ask for the order!	View
09/27/2019	Be clear and direct	View
09/26/2019	Give before you get	View
09/25/2019	Be persistent, yet respectful	View
09/24/2019	Dealing with a team problem	View
09/23/2019	Customer-driven responsiveness	View
09/20/2019	Know when it is time for action	View
09/19/2019	Regularly review your ideal customer profile	View
09/18/2019	Keep prospecting on the schedule	View
09/17/2019	Getting off to a good start	View
09/16/2019	Don't be negative	View
09/13/2019	Be prepared for objections	View
09/12/2019	Make them feel comfortable	View
09/05/2019	Use the Power of Voice	View
09/04/2019	Avoid the Emotional Rollercoaster	View
09/03/2019	Dream Big	View
08/30/2019	A Game of Sales	View
08/29/2019	Focus on Your Best Point	View
08/28/2019	Analyze your sales approach from your customer's shoes	View
08/27/2019	Prospect daily	View
08/26/2019	Anticipate and Counter Concerns	View
08/23/2019	Make a Pitch for Radio	View
08/22/2019	Focus on the Presentation	View
08/21/2019	Aim High to Reach Decision Makers	View
08/20/2019	Leverage social networks to research buyers	View
08/19/2019	Each sales call is different	View
08/16/2019	When dealing with objections, express your gratitude	View
08/15/2019	Emphasize what you will ‘do’	View
08/14/2019	Talk less	View
08/13/2019	Always schedule a next meeting	View
08/12/2019	Ask follow-up questions	View
08/09/2019	Observe, record, and predict	View
08/08/2019	Share case studies	View
08/07/2019	It all comes down to discipline	View
08/06/2019	Planning phone sales calls	View
08/05/2019	Don't guess just to appear knowledgeable	View
08/02/2019	Is something holding you back?	View
08/01/2019	There is no one-size-fits-all solution	View
07/31/2019	Be punctual	View
07/30/2019	Use energy to get a voicemail returned	View
07/29/2019	Opinions count	View
07/26/2019	Have an open dialogue with your sales team	View
07/25/2019	Learn from the masters	View
07/24/2019	Never rush the sale or the customer	View
07/23/2019	Coaching adaptability	View
07/22/2019	Reinforcing the sales decision	View
07/19/2019	Conducting a daily review	View
07/18/2019	Building a network	View
07/17/2019	Ask one question at a time	View
07/16/2019	Your closing strategies	View
07/15/2019	Remain seated	View
07/12/2019	Offer a choice of day and time when setting an appointment	View
07/11/2019	Spotting negative patterns – and derailing them	View
07/10/2019	Know what you're willing to concede	View
07/09/2019	Handle rejection gracefully	View
07/08/2019	Always research sales prospects	View
07/03/2019	When in a slump, do something else you're good at	View
07/02/2019	Relinquishing control	View
07/01/2019	Every prospect is different	View
06/28/2019	The power of the pause	View
06/27/2019	Identify where you are and what you need	View
06/26/2019	Successful salespeople stay balanced	View
06/25/2019	Jekyll and Hyde	View
06/24/2019	How to engage the decumulation generation	View
06/24/2019	Preempt your top two sales objections	View
06/21/2019	Ask for next steps	View
06/20/2019	Make rapport-building phone calls	View
06/19/2019	Confidence is heard	View
06/18/2019	Use success stories to train and motivate	View
06/17/2019	Walk away if necessary	View
06/14/2019	Assess your sales team	View
06/13/2019	Help out	View
06/12/2019	Get your daily dosage of fear, pain, and discomfort	View
06/11/2019	Ask for a specific time to meet	View
06/10/2019	Get your hands dirty	View
06/07/2019	Selling to the right person	View
06/06/2019	When on a sales phone call...	View
06/05/2019	Find more ways to help the customer	View
06/04/2019	Objections are not negative	View
06/03/2019	Make every follow-up email unique	View
05/31/2019	Make your boss look good	View
05/30/2019	Know your competition	View
05/29/2019	Match communication and body language	View
05/28/2019	The trial close	View
05/24/2019	Answer the 'why'	View
05/23/2019	Finishing ahead of schedule	View
05/22/2019	Summer is a great time to prospect	View
05/21/2019	Be self-effacing in an authentic way	View
05/20/2019	Being an observer	View
05/17/2019	Know your audience	View
05/16/2019	Avoiding complacency	View
05/15/2019	Develop doubt	View
05/14/2019	Coaching in the moment	View
05/13/2019	Practice self-evaluation	View
05/10/2019	You can never have too many contacts	View
05/09/2019	Set transparent and measurable goals	View
05/08/2019	Listen to the emotional side of your prospect or client	View
05/06/2019	Use their words	View
05/03/2019	Don't try to fool somebody	View
05/02/2019	Expect attrition	View
05/01/2019	Ask, don’t tell	View
04/30/2019	Getting face-to-face	View
04/29/2019	Thinking like a customer	View
04/26/2019	Add a story to your pitch	View
04/25/2019	Keep customers informed	View
04/24/2019	Don’t stretch the truth	View
04/23/2019	Providing mentorship for managers	View
04/22/2019	A well-kept secret for closing the sale	View
04/19/2019	Selling vertically, not horizontally	View
04/18/2019	Analyzing 'winning' sales	View
04/17/2019	Maintain a file of testimonials	View
04/16/2019	Selling to inexperienced buyers	View
04/15/2019	Don’t sell. Help	View
04/12/2019	Practice, practice, practice!	View
04/11/2019	Dealing with an angry customer	View
04/10/2019	Keep in touch	View
04/09/2019	Set aside time for individual team members	View
04/08/2019	Helping the prospect make a decision	View
04/05/2019	Set your own goals	View
04/04/2019	Interested or just polite?	View
04/03/2019	The post-sale 'check-up'	View
04/02/2019	Words salespeople need to use more often	View
04/01/2019	Practice active listening	View
03/29/2019	Allow enough time for a decision	View
03/28/2019	Work on your weaknesses	View
03/27/2019	Objections indicate interest	View
03/26/2019	Close when you’re sure	View
03/25/2019	Be specific	View
03/22/2019	Review your calls	View
03/21/2019	Measure every step	View
03/20/2019	Plan for change	View
03/19/2019	Let the prospect talk	View
03/18/2019	Get something in return	View
03/15/2019	Always have a call to action	View
03/14/2019	Build rapport by saving key info	View
03/13/2019	Pinpoint your questions	View
03/12/2019	Avoiding the stall	View
03/11/2019	The shorter the better	View
03/08/2019	Monitor prospects on social media	View
03/07/2019	Plan your territories	View
03/06/2019	Competing against yourself	View
03/05/2019	The best sales managers focus on how to manage, mentor and motivate	View
03/04/2019	Use loyal customers as leverage	View
03/01/2019	Asking the right questions	View
02/28/2019	Consider a mentor	View
02/27/2019	One step at a time	View
02/26/2019	Make a note of it	View
02/25/2019	Asking for commitment	View
02/21/2019	Identify your strengths and weaknesses	View
02/20/2019	Managing your time	View
02/19/2019	Always sell to people	View
02/15/2019	Know those 'unwritten' expectations	View
02/14/2019	The power of the elevator speech	View
02/13/2019	Dealing with an angry client	View
02/12/2019	Honesty is the best policy	View
02/11/2019	Skip the easy-to-achieve goals and aim higher	View
02/08/2019	Making a sales presentation	View
02/07/2019	In case of an emergency, ask questions	View
02/06/2019	Develop multiple contacts within organizations	View
02/05/2019	Plan a debriefing session	View
02/04/2019	Look for common objections	View
02/01/2019	Learning from your peers	View
01/31/2019	'I didn't prepare'	View
01/30/2019	Slow down	View
01/29/2019	Know why you are calling	View
01/28/2019	Know the “why” behind your “what”	View
01/25/2019	Empowering the gatekeeper	View
01/24/2019	When negotiating, be patient	View
01/23/2019	Pause and listen	View
01/22/2019	Discipline	View
01/18/2019	Document your prospecting successes	View
01/16/2019	Have you learned something new?	View
01/15/2019	Establish rapport first	View
01/14/2019	Always agree on a next step	View
01/11/2019	Silence can be golden	View
01/10/2019	Get some face time	View
01/09/2019	Abide by the Golden Rule	View
01/08/2019	When the customer has price concerns	View
01/07/2019	Selling the relationship	View
01/04/2019	Focus on finding the right prospects	View
01/03/2019	4 tips for pre-call sales planning	View
01/02/2019	Live to fight another day	View
12/28/2018	Overcoming ‘sales inertia’	View
12/27/2018	New Year’s resolution	View
12/26/2018	Watch your time with presentations	View
12/21/2018	Don't give up on difficult prospects	View
12/20/2018	Aggressive vs. assertive behavior	View
12/19/2018	Adding value to sales calls	View
12/18/2018	Asking for the sale	View
12/17/2018	Sizing up the competition	View
12/14/2018	One question that can make you more memorable	View
12/13/2018	Give prospects an easy out	View
12/12/2018	Is there a single, 'right' way to sell?	View
12/11/2018	You are always on stage	View
12/10/2018	Umbrella questions	View
12/07/2018	Closing at every opportunity	View
12/06/2018	Trust builders	View
12/05/2018	The 'give it a try' method	View
12/04/2018	Being on time	View
12/03/2018	Build on your relationships	View
11/30/2018	Give great support to your staff	View
11/29/2018	Getting feedback from former customers	View
11/28/2018	Value in every touch	View
11/27/2018	Cushion your schedule	View
11/26/2018	Taking personal accountability	View
11/21/2018	Trusting your intuition	View
11/20/2018	Pay close attention to what your prospect isn't saying	View
11/19/2018	Building trust	View
11/16/2018	Practice the art of listening	View
11/15/2018	Respect the prospect's time	View
11/14/2018	Don't expect to win an argument and close the sale	View
11/13/2018	Characteristics of a sales leader	View
11/12/2018	Being on the same page	View
11/09/2018	Finding the right sales mentor	View
11/09/2018	Document your prospecting successes	View
11/08/2018	Dealing with difficult prospects	View
11/07/2018	Building sales team unity	View
11/06/2018	Resilience	View
11/05/2018	Separate yourself from the crowd	View
11/02/2018	Learn from your mistakes	View
11/01/2018	A token of appreciation	View
10/31/2018	Be clear and direct	View
10/30/2018	Getting referrals	View
10/29/2018	Prepare more questions	View
10/26/2018	Let prospects interrupt	View
10/25/2018	When negotiating, control your emotions	View
10/24/2018	Know your 'peak' time	View
10/23/2018	Sell your record of success	View
10/22/2018	Be thankful for objections	View
10/19/2018	Give 'em a choice	View
10/18/2018	Modulating your tone of voice to suit the situation	View
10/17/2018	Let the prospect speak	View
10/16/2018	Sharing success stories with new hires	View
10/15/2018	Regularly review your ideal customer profile	View
10/12/2018	Give before you get	View
10/11/2018	Bringing up objections	View
10/10/2018	Dealing with a team problem	View
10/09/2018	Aid the decision-making process	View
10/08/2018	Definition of a qualified prospect	View
10/05/2018	The value of storytelling	View
10/04/2018	You're listening, but are you hearing your buyer?	View
10/03/2018	Be persistent, yet respectful	View
10/02/2018	Keep trying new things	View
10/01/2018	Plant seeds at every opportunity	View
09/28/2018	Ask for the order!	View
09/27/2018	Become a trusted resource	View
09/26/2018	Leverage your mentor	View
09/25/2018	Empathize with the angry customer	View
09/24/2018	When dealing with objections, express your gratitude	View
09/21/2018	Make your presentation relevant to the prospect	View
09/20/2018	Customer-driven responsiveness	View
09/19/2018	Talk about your prospect's favorite subject	View
09/18/2018	The cancelled appointment	View
09/17/2018	Each sales call is different	View
09/14/2018	Getting a read on the prospect	View
09/13/2018	Stick to the truth	View
09/12/2018	Always be….	View
09/11/2018	Know when it is time for action	View
09/10/2018	Emphasize what you will 'do'	View
09/07/2018	Talk less	View
09/06/2018	Mix in a little fun	View
09/05/2018	Provide referrals yourself	View
09/04/2018	Look at it from their perspective	View
08/31/2018	Gain credibility first	View
08/30/2018	Always schedule a next meeting	View
08/29/2018	Observe, record, and predict	View
08/28/2018	Create mini-goals	View
08/27/2018	Share case studies	View
08/24/2018	It all comes down to discipline	View
08/23/2018	Ask follow-up questions	View
08/22/2018	You can't build a great sales team without a great sales manager	View
08/21/2018	Planning phone sales calls	View
08/20/2018	The value of empathy	View
08/17/2018	Reference your prior communications	View
08/16/2018	Don't guess just to appear knowledgeable	View
08/15/2018	Is something holding you back?	View
08/14/2018	Aim high	View
08/13/2018	Be punctual	View
08/10/2018	Anticipate potential problems	View
08/08/2018	Be genuine	View
08/07/2018	Use energy to get a voicemail returned	View
08/06/2018	Keep them talking	View
08/03/2018	Opinions count	View
08/02/2018	Learn the difference between a 'suspect' and a 'prospect'	View
07/31/2018	Have an open dialogue with your sales team	View
07/30/2018	Learn from the masters	View
07/27/2018	Never rush the sale or the customer	View
07/26/2018	Uncover new benefits	View
07/25/2018	Setting the stage in a negotiation	View
07/24/2018	Reinforcing the sales decision	View
07/23/2018	Coaching adaptability	View
07/20/2018	Building a network	View
07/19/2018	Conducting a daily review	View
07/18/2018	Ask one question at a time	View
07/17/2018	Your closing strategies	View
07/16/2018	Remain seated	View
07/13/2018	Spotting negative patterns – and derailing them	View
07/12/2018	Always research sales prospects	View
07/11/2018	Know what you're willing to concede	View
07/10/2018	Offer a choice of day and time when setting an appointment	View
07/09/2018	When in a slump, do something else you're good at	View
07/06/2018	Relinquishing control	View
07/05/2018	When setting an appointment, resist the urge to sell	View
07/03/2018	Don't give up on difficult prospects	View
07/02/2018	Three fears of managers	View
06/29/2018	Identify where you are and what you need	View
06/28/2018	Calibrate the rapport to 'just right'	View
06/27/2018	Start all sales calls with a bang	View
06/26/2018	Extending an invitation	View
06/25/2018	The power of the pause	View
06/22/2018	Successful salespeople stay balanced	View
06/21/2018	Preparing for the sales call	View
06/20/2018	'I don't have time to talk right now'	View
06/19/2018	Jekyll and Hyde	View
06/18/2018	Preempt your top two sales objections	View
06/15/2018	Don't limit your choices	View
06/14/2018	Make rapport-building phone calls	View
06/13/2018	Timing is everything	View
06/12/2018	Engage, don't evade the gatekeeper	View
06/11/2018	Ask for next steps	View
06/08/2018	Disagreeing and defusing	View
06/07/2018	Use success stories to train and motivate	View
06/06/2018	Experiment, and don’t make the same mistake twice	View
06/05/2018	Always smile	View
06/04/2018	Walk away if necessary	View
06/01/2018	Clarify and paraphrase	View
05/31/2018	Help out	View
05/30/2018	Get your daily dosage of fear, pain, and discomfort	View
05/29/2018	Don't overlook anyone	View
05/25/2018	Just be yourself	View
05/24/2018	Don’t give up too soon	View
05/23/2018	Ask for a specific time to meet	View
05/22/2018	Assess your sales team	View
05/21/2018	Getting the prospect to open up	View
05/18/2018	When on a sales phone call...	View
05/17/2018	Find more ways to help the customer	View
05/16/2018	Make your questions count	View
05/15/2018	Make every follow-up email unique	View
05/14/2018	Selling to the right person	View
05/11/2018	Winning is fun. Celebrate it!	View
05/10/2018	Get your hands dirty	View
05/09/2018	Objections are not negative	View
05/08/2018	Know your competition	View
05/07/2018	Summer is a great time to prospect	View
05/04/2018	Be self-effacing in an authentic way	View
05/03/2018	Make your boss look good	View
05/02/2018	Being an observer	View
05/01/2018	Finishing ahead of schedule	View
04/30/2018	The trial close	View
04/27/2018	Selling vertically, not horizontally	View
04/26/2018	Answer the 'why'	View
04/25/2018	Know your audience	View
04/24/2018	Avoiding complacency	View
04/23/2018	Coaching in the moment	View
04/20/2018	The most difficult challenge for new salespeople	View
04/19/2018	You can never have too many contacts	View
04/18/2018	3 words to avoid when cold-calling a new prospect	View
04/17/2018	Practice self-evaluation	View
04/16/2018	Providing mentorship for managers	View
04/13/2018	Listen to the emotional side of your prospect or client	View
04/12/2018	Offer your prospects options	View
04/11/2018	Respect the prospect’s time	View
04/10/2018	Modulating your tone of voice to suit the situation	View
04/09/2018	When customers leave, find out why	View
04/06/2018	Keep customers informed	View
04/05/2018	Develop doubt	View
04/04/2018	Make each appointment count	View
04/03/2018	Let the prospect speak	View
04/02/2018	Sharing success stories with new hires	View
03/30/2018	Set transparent and measurable goals	View
03/29/2018	Match communication and body language	View
03/28/2018	Make eye contact	View
03/27/2018	Aid the decision-making process	View
03/26/2018	Don't try to fool somebody	View
03/23/2018	Set your own goals	View
03/22/2018	Use their words	View
03/21/2018	The value of storytelling	View
03/20/2018	Opening the sales call	View
03/19/2018	Say the magic word	View
03/16/2018	Expect attrition	View
03/15/2018	Work on the basics	View
03/14/2018	Have a good attitude, no matter what	View
03/13/2018	Finding a champion	View
03/12/2018	You're listening, but are you hearing your buyer?	View
03/09/2018	Begin with the end in mind	View
03/08/2018	Plant seeds at every opportunity	View
03/07/2018	Become a trusted resource	View
03/06/2018	Ask for the order!	View
03/05/2018	Keep trying new things	View
03/02/2018	Empathize with the angry customer	View
03/01/2018	Analyzing 'winning' sales	View
02/28/2018	Leverage your mentor	View
02/27/2018	When dealing with objections, express your gratitude	View
02/26/2018	Talk about your prospect's favorite subject	View
02/23/2018	Work on the basics	View
02/22/2018	The canceled appointment	View
02/21/2018	Getting a read on the prospect	View
02/20/2018	Updating your testimonials and references	View
02/16/2018	Celebrate your customers' anniversaries	View
02/15/2018	The 'Third-Party Selling' technique	View
02/14/2018	Always be...	View
02/13/2018	Stick to the truth	View
02/12/2018	Mirroring the prospect	View
02/09/2018	Avoid the 'drop-in' call	View
02/08/2018	Emphasize what you will 'do'	View
02/07/2018	Thinking like a customer	View
02/06/2018	Simplifying the process	View
02/05/2018	Pause and listen	View
02/02/2018	Mix in a little fun	View
02/01/2018	Provide referrals yourself	View
01/31/2018	R-E-S-P-E-C-T	View
01/30/2018	Make a note of it	View
01/29/2018	Gain credibility first	View
01/26/2018	Be professional	View
01/25/2018	Always schedule a next meeting	View
01/24/2018	Look at it from their perspective	View
01/23/2018	Create mini-goals	View
01/22/2018	Leveraging cause-related marketing opportunities	View
01/19/2018	Maintain a file of testimonials	View
01/18/2018	Be thankful for objections	View
01/17/2018	Dealing with an angry client	View
01/16/2018	Monitor prospects on social media	View
01/12/2018	Get an annual checkup	View
01/11/2018	Build rapport by saving key info	View
01/10/2018	Listen up!	View
01/09/2018	You can't build a great sales team without a great sales manager	View
01/08/2018	Planning phone sales calls	View
01/05/2018	Calling the referred prospect	View
01/04/2018	Plant the seeds of tomorrow	View
01/03/2018	Easy-to-find alternative revenue leads	View
01/02/2018	It all comes down to discipline	View
12/29/2017	Set a goal	View
12/28/2017	New Year’s resolution	View
12/27/2017	Focus on preparation	View
12/26/2017	Make them feel comfortable	View
12/22/2017	The value of empathy	View
12/21/2017	Watch the competition	View
12/20/2017	Always sell to people	View
12/19/2017	Cold-calling pitfalls to avoid	View
12/18/2017	Reference your prior communications	View
12/15/2017	Learn a healthy way to handle rejection	View
12/14/2017	Holiday season is a good time to reach decision-makers	View
12/13/2017	Know those 'unwritten' expectations	View
12/12/2017	Helping the prospect make a decision	View
12/11/2017	Plan a debriefing session	View
12/08/2017	Don't guess just to appear knowledgeable	View
12/07/2017	Aim high	View
12/06/2017	Keep it clear	View
12/05/2017	Use loyal customers as leverage	View
12/04/2017	Anticipate potential problems	View
12/01/2017	Selling from the heart	View
11/30/2017	Breaking out of a slump	View
11/29/2017	Making the most of a visit to the doctor	View
11/28/2017	Making a sales presentation	View
11/27/2017	There is no one-size-fits-all solution	View
11/22/2017	Asking the right questions	View
11/21/2017	The importance of coaching	View
11/20/2017	Write it down	View
11/17/2017	Be punctual	View
11/16/2017	Let the customer set the tone	View
11/14/2017	Keep the pace of your conversation unhurried	View
11/13/2017	The hospitality component	View
11/10/2017	Be genuine	View
11/09/2017	Opinions count	View
11/08/2017	Make it easy	View
11/07/2017	Keep them talking	View
11/06/2017	Learn the difference between a 'suspect' and a 'prospect'	View
11/03/2017	Present a specific solution for the prospect's challenges	View
11/02/2017	It's OK to admit, 'We can't do it'	View
11/01/2017	Have an open dialogue with your sales team	View
10/31/2017	Learn from the masters	View
10/30/2017	Increasing your odds	View
10/27/2017	Practice creative procrastination	View
10/26/2017	Uncover new benefits	View
10/25/2017	Make objections work for you	View
10/24/2017	Slow down to speed up your sales	View
10/23/2017	Look farther down the line	View
10/20/2017	Setting the stage in a negotiation	View
10/19/2017	Honesty is the best policy	View
10/18/2017	Reinforcing the sales decision	View
10/17/2017	Competing against yourself	View
10/16/2017	Conducting a daily review	View
10/13/2017	Coaching adaptability	View
10/12/2017	Treat prospecting like an appointment	View
10/11/2017	Building a network	View
10/10/2017	Review your calls	View
10/09/2017	Your closing strategies	View
10/06/2017	Avoiding the stall	View
10/05/2017	Remain seated	View
10/04/2017	Always research sales prospects	View
10/03/2017	Reward loyalty	View
10/02/2017	Finding after-hours success	View
09/29/2017	Allow enough time for a decision	View
09/28/2017	Know what you’re willing to concede	View
09/27/2017	Restating objections	View
09/26/2017	Managing your time	View
09/25/2017	Work on your weaknesses	View
09/22/2017	Interested or just polite?	View
09/21/2017	Who gets past gatekeepers	View
09/20/2017	Offer a choice of day and time when setting an appointment	View
09/19/2017	When in a slump, do something else you're good at	View
09/18/2017	Evaluate what you hear	View
09/15/2017	Creating Co-op Dealer Groups	View
09/14/2017	Relinquishing control	View
09/13/2017	Generating testimonials	View
09/12/2017	Strive for continuous improvement	View
09/01/2017	Promote your track record	View
08/31/2017	Calibrate the rapport to 'just right'	View
08/30/2017	Leverage the mobile aspects of audio	View
08/29/2017	Asking the right questions	View
08/28/2017	Start all sales calls with a bang	View
08/25/2017	The power of the pause	View
08/24/2017	The post-sale 'check-up'	View
08/23/2017	It’s important to stay current	View
08/22/2017	The power of the elevator speech	View
08/21/2017	Overcoming 'sales inertia'	View
08/18/2017	'I don't have time to talk right now'	View
08/17/2017	Be yourself!	View
08/16/2017	Don't limit your choices	View
08/15/2017	Make rapport-building phone calls	View
08/14/2017	Timing is everything	View
08/11/2017	Advertising doesn’t sell…	View
08/10/2017	Preparing for the sales call	View
08/09/2017	Are you top of mind with agencies?	View
08/08/2017	Add value, not cost	View
08/07/2017	Plan your territories	View
08/04/2017	Engage, don't evade the gatekeeper	View
08/03/2017	Ask for next steps	View
08/02/2017	Do agencies understand your station(s)?	View
08/01/2017	Disagreeing and defusing	View
07/31/2017	Always smile	View
07/28/2017	Walk away if necessary	View
07/27/2017	Watch your time with presentations	View
07/26/2017	The squeaky wheel gets the grease!	View
07/25/2017	Clarify and paraphrase	View
07/24/2017	Help out	View
07/21/2017	Ask for a specific time to meet	View
07/20/2017	Don't overlook anyone	View
07/19/2017	The cost per blank…	View
07/18/2017	Don't give up too soon	View
07/17/2017	Getting the prospect to open up	View
07/14/2017	Simplify and specialize value	View
07/13/2017	Assess your sales team	View
07/12/2017	Are you prepared?	View
07/11/2017	Make your questions count	View
07/10/2017	Give great support to your staff	View
07/07/2017	When on a sales phone call...	View
07/06/2017	Summer is a great time to prospect	View
07/03/2017	Winning is fun. Celebrate it!	View
06/30/2017	Finishing ahead of schedule	View
06/29/2017	Be self-effacing in an authentic way	View
06/28/2017	Are you practicing what you preach?	View
06/27/2017	Fulfilling promises	View
06/26/2017	Selling to the right person	View
06/23/2017	Solve customer complaints with one question	View
06/22/2017	Selling vertically, not horizontally	View
06/21/2017	Digital can be frustrating!	View
06/20/2017	The trial close	View
06/16/2017	Managers: Are you listening?	View
06/16/2017	Answer the 'why'	View
06/15/2017	The most difficult challenge for new salespeople	View
06/13/2017	Back-to-school planning	View
06/09/2017	Make your boss look good	View
06/09/2017	March forth -- be positive	View
06/08/2017	Make time for this session at the 2017 Radio Show	View
06/07/2017	It’s all about the client	View
06/06/2017	Avoiding complacency	View
06/05/2017	The value of role-playing	View
06/02/2017	Listen to the emotional side of your prospect or client	View
06/01/2017	Coaching in the moment	View
05/31/2017	Are you a leader in your market?	View
05/30/2017	Watch what you say	View
05/25/2017	When customers leave, find out why	View
05/24/2017	In the buffet line of advertising, radio is the popular entrée	View
05/23/2017	Keep customers informed	View
05/22/2017	3 words to avoid when cold-calling a new prospect	View
05/19/2017	Get something in return	View
05/18/2017	Respect the prospect's time	View
05/17/2017	Every great organization is built with great talent	View
05/16/2017	Develop doubt	View
05/15/2017	Make each appointment count	View
05/12/2017	Don't expect to win an argument and close the sale	View
05/11/2017	Ask, listen, and act	View
05/10/2017	Sharing success stories with new hires	View
05/09/2017	Characteristics of a sales leader	View
05/08/2017	Being on the same page	View
05/05/2017	Let the prospect talk	View
05/04/2017	Match communication and body language	View
05/03/2017	Consider a mentor	View
05/02/2017	Make eye contact	View
05/01/2017	Don't try to fool somebody	View
04/28/2017	Set your own goals	View
04/27/2017	Opening the sales call	View
04/26/2017	The two biggest mistakes	View
04/25/2017	What is an objection, anyway?	View
04/24/2017	Auto business is booming!	View
04/21/2017	Expect attrition	View
04/19/2017	Be a storyteller	View
04/17/2017	Salespeople need to be great at closing	View
04/13/2017	Just be yourself	View
04/12/2017	Use their words	View
04/11/2017	Let the buying process trump your sales process	View
04/10/2017	Begin with the end in mind	View
04/06/2017	You're listening, but are you hearing your buyer?	View
04/05/2017	Say the magic word	View
04/04/2017	Been saving that ace in the hole? Might be time to play it	View
04/03/2017	Become a trusted resource	View
03/30/2017	Work on the basics	View
03/29/2017	The cancelled appointment	View
03/28/2017	'I didn't prepare'	View
03/27/2017	Celebrate your customers' anniversaries	View
03/22/2017	Updating your testimonials and references	View
03/21/2017	Empowering the gatekeeper	View
03/20/2017	Keep trying new things	View
03/17/2017	Do you do digital?	View
03/16/2017	Analyzing 'winning' sales	View
03/15/2017	Don't be pushy	View
03/14/2017	Let prospects interrupt	View
03/13/2017	The 'Third-Party Selling' technique	View
03/09/2017	Avoid the 'drop-in' call	View
03/08/2017	Communicate with great information	View
03/07/2017	The importance of being trustworthy	View
03/06/2017	Mirroring the prospect	View
03/03/2017	Confessions of a tech geek	View
03/02/2017	Prepare more questions	View
03/01/2017	Thinking like a customer	View
02/28/2017	Getting referrals	View
02/27/2017	When negotiating, be patient	View
02/24/2017	Know why you are calling	View
02/23/2017	Always be...	View
02/22/2017	Give 'em a choice	View
02/21/2017	Know your 'peak' time	View
02/17/2017	Pause and listen	View
02/16/2017	Mix in a little fun	View
02/15/2017	Sell your record of success	View
02/14/2017	R-E-S-P-E-C-T	View
02/13/2017	Make a note of it	View
02/10/2017	Now What....CONGRATULATIONS?	View
02/09/2017	Look at it from their perspective	View
02/08/2017	Be professional	View
02/07/2017	Create mini-goals	View
02/06/2017	Show your enthusiasm!	View
02/03/2017	Maintain a file of testimonials	View
02/02/2017	Dealing with an angry client	View
02/01/2017	Be thankful for objections	View
01/31/2017	Simplifying the process	View
01/30/2017	Get an annual checkup	View
01/27/2017	Build rapport by saving key info	View
01/26/2017	Listen up!	View
01/25/2017	You can't build a great sales team without a great sales manager	View
01/24/2017	Leveraging cause-related marketing opportunities	View
01/23/2017	Calling the referred prospect	View
01/20/2017	Plant the seeds of tomorrow	View
01/19/2017	The value of empathy	View
01/18/2017	Watch the competition	View
01/17/2017	Always sell to people	View
01/13/2017	Discipline	View
01/11/2017	Reference your prior communications	View
01/10/2017	Partnering with a convenience store	View
01/09/2017	Know those 'unwritten' expectations	View
01/06/2017	Helping the prospect make a decision	View
01/05/2017	Cold-calling pitfalls to avoid	View
01/04/2017	Efficient vs. effective	View
01/03/2017	Plan a debriefing session	View
01/03/2017	Plan a debriefing session	View
01/02/2017	Easy-to-find alternative revenue leads	View
12/30/2016	Make them feel comfortable	View
12/29/2016	Focus on preparation	View
12/28/2016	New Year’s resolution	View
12/27/2016	Anticipate potential objections	View
12/26/2016	Set a goal	View
12/23/2016	Selling from the heart	View
12/22/2016	Asking the right questions	View
12/21/2016	Use loyal customers as leverage	View
12/20/2016	Remember who you're talking to	View
12/19/2016	The importance of coaching	View
12/16/2016	Making a sales presentation	View
12/15/2016	Using fear to your advantage	View
12/14/2016	Breaking out of a slump	View
12/12/2016	Let the customer set the tone	View
12/09/2016	Write it down	View
12/08/2016	Find your 'bell cow'	View
12/07/2016	Be genuine	View
12/06/2016	Aim high!	View
12/05/2016	Do not interrupt	View
12/02/2016	Make it easy	View
12/01/2016	Have you learned something new?	View
11/30/2016	Keep them talking	View
11/29/2016	Reactance	View
11/28/2016	It's OK to admit, 'We can't do it'	View
11/23/2016	Establish rapport first	View
11/22/2016	Follow the leaders	View
11/21/2016	Learn the difference between a 'suspect' and a 'prospect'	View
11/18/2016	Increasing your odds	View
11/17/2016	Create positive emotional experiences	View
11/16/2016	Slow down to speed up your sales	View
11/15/2016	Practice creative procrastination	View
11/14/2016	Always agree on a next step	View
11/11/2016	Make objections work for you	View
11/10/2016	Setting the stage in a negotiation	View
11/09/2016	The shorter the better	View
11/08/2016	Competing against yourself	View
11/07/2016	Selling yourself	View
11/04/2016	Conducting a daily review	View
11/03/2016	Honesty is the best policy	View
11/02/2016	Treat prospecting like an appointment	View
11/01/2016	Avoiding the stall	View
10/31/2016	In case of an emergency, ask questions	View
10/28/2016	Remain seated	View
10/27/2016	Review your calls	View
10/26/2016	Silence can be golden	View
10/25/2016	Reward loyalty	View
10/24/2016	Finding after-hours success	View
10/21/2016	Get some face time	View
10/20/2016	Allow enough time for a decision	View
10/19/2016	Know what you're willing to concede	View
10/18/2016	Work on your weaknesses	View
10/17/2016	Managing your time	View
10/14/2016	Restating objections	View
10/13/2016	Stop the madness!	View
10/12/2016	Interested or just polite?	View
10/11/2016	Use your imagination	View
10/10/2016	Abide by the Golden Rule	View
10/07/2016	What is your mailing address?	View
10/06/2016	Demonstrate credibility	View
10/05/2016	Commercial time stretch	View
10/04/2016	Look down the line	View
10/03/2016	Who gets past gatekeepers?	View
09/30/2016	The two most powerful words	View
09/29/2016	Offer a choice of day and time when setting an appointment	View
09/28/2016	Always be recruiting	View
09/27/2016	Asking for commitment	View
09/21/2016	Evaluate what you hear	View
09/20/2016	Strive for continuous improvement	View
09/19/2016	Generating testimonials	View
09/16/2016	Selling the relationship	View
09/15/2016	Focus on finding the right prospects	View
09/14/2016	What do you mean?	View
09/13/2016	Hit those human resources budgets with your online job boards	View
09/12/2016	4 tips for pre-call sales planning	View
09/09/2016	When setting an appointment, resist the urge to sell	View
09/08/2016	One-size-fits-all coaching	View
09/07/2016	Make more $$ from your 2017 NTR	View
09/06/2016	Don't give up on difficult prospects	View
09/02/2016	Aggressive vs. assertive behavior	View
09/01/2016	Promote your track record	View
08/31/2016	Sizing up the competition	View
08/30/2016	Calibrate the rapport to 'just right'	View
08/29/2016	Adding value to sales calls	View
08/26/2016	Start all sales calls with a bang	View
08/25/2016	Asking the right questions	View
08/24/2016	The power of the pause	View
08/23/2016	Selling to inexperienced buyers	View
08/22/2016	When you're at your best	View
08/19/2016	Identifying the real objection	View
08/18/2016	Asking for the sale	View
08/16/2016	Union sponsorships build revenues	View
08/15/2016	The post-sale 'check-up'	View
08/12/2016	The power of the elevator speech	View
08/11/2016	Overcoming 'sales inertia'	View
08/10/2016	One question that can make you more memorable	View
08/09/2016	Fall is a time for Job Fairs at the mall	View
08/08/2016	Is there a single, 'right' way to sell?	View
08/05/2016	'I don't have time to talk right now'	View
08/04/2016	Preparing for the sales call	View
08/03/2016	The early bird gets the sponsorship	View
08/02/2016	You are always on stage	View
08/01/2016	Timing is everything	View
07/29/2016	Master the critical skills	View
07/28/2016	Don't limit your choices	View
07/27/2016	Engage, don't evade the gatekeeper	View
07/26/2016	Umbrella questions	View
07/25/2016	Plan your territories	View
07/22/2016	What are your annual sales?	View
07/21/2016	Add value, not cost	View
07/20/2016	Ask for next steps	View
07/19/2016	Disagreeing and defusing	View
07/18/2016	Always smile	View
07/15/2016	An answer to one of the most difficult questions	View
07/14/2016	Always ask for the prospect’s time	View
07/13/2016	Radio commercials: Writing to voices	View
07/12/2016	Home improvement stores are full of ideas – and prospects	View
07/11/2016	Live to fight another day	View
07/08/2016	Watch your time with presentations	View
07/07/2016	Clarify and paraphrase	View
07/06/2016	The 'give it a try' method	View
07/05/2016	Bigger is not always better	View
07/01/2016	Being on time	View
06/30/2016	Ask for a specific time to meet	View
06/29/2016	Keep the pipeline full	View
06/28/2016	Trust builders	View
06/27/2016	Getting the prospect to open up	View
06/24/2016	Don't overlook anyone	View
06/23/2016	Build on your relationships	View
06/22/2016	The team sale	View
06/21/2016	Simplify and specialize value	View
06/20/2016	Make your questions count	View
06/17/2016	Give great support to your staff	View
06/16/2016	Summer is a great time to prospect	View
06/15/2016	For your bridal events, attorneys are a good fit	View
06/14/2016	When on a sales phone call...	View
06/13/2016	Winning is fun. Celebrate it!	View
06/10/2016	Be self-effacing in an authentic way	View
06/09/2016	Finishing ahead of schedule	View
06/08/2016	Selling to the right person	View
06/07/2016	Call or show up on time	View
06/06/2016	Getting feedback from former customers	View
06/02/2016	Selling vertically, not horizontally	View
06/01/2016	The trial close	View
05/31/2016	More NTR prospects mean more options	View
05/27/2016	Cushion your schedule	View
05/26/2016	Avoiding complacency	View
05/25/2016	Answer the 'why'	View
05/24/2016	The value of role-playing	View
05/23/2016	Attention-getting NTR proposals	View
05/20/2016	Taking personal accountability	View
05/19/2016	Trusting your intuition	View
05/18/2016	Pay close attention to what your prospect isn't saying	View
05/17/2016	Make your boss look good	View
05/16/2016	The process of closing begins early	View
05/13/2016	Listen to the emotional side of your prospect or client	View
05/12/2016	When customers leave, find out why	View
05/11/2016	Building trust	View
05/10/2016	Increasing your visibility with buyers	View
05/09/2016	When negotiating, control your emotions	View
05/06/2016	Watch what you say	View
05/05/2016	Practice the art of listening	View
05/04/2016	Keep customers informed	View
05/03/2016	3 words to avoid when cold-calling a new prospect	View
05/02/2016	Customize your solutions	View
04/29/2016	Respect the prospect's time	View
04/28/2016	Develop doubt	View
04/27/2016	Characteristics of a sales leader	View
04/26/2016	Get something in return	View
04/25/2016	'Tis the season...for beverage promotions!	View
04/22/2016	Finding the right sales mentor	View
04/21/2016	Don't expect to win an argument and close the sale	View
04/20/2016	Make each appointment count	View
04/19/2016	Being on the same page	View
04/18/2016	Two lawyers walked into a bridal fair...	View
04/15/2016	So what?	View
04/14/2016	Separate yourself from the crowd	View
04/13/2016	Be nice	View
04/12/2016	Opening the sales call	View
04/11/2016	The beauty of co-op	View
04/08/2016	What’s the point?	View
04/07/2016	Dealing with difficult prospects	View
04/06/2016	The two biggest mistakes	View
04/05/2016	Make eye contact	View
04/04/2016	Learn from your mistakes	View
04/01/2016	A token of appreciation	View
03/31/2016	Resilience	View
03/30/2016	Don't try to fool somebody	View
03/29/2016	What is an objection, anyway?	View
03/28/2016	Your prospect	View
03/25/2016	Expect attrition	View
03/24/2016	Be clear and direct	View
03/23/2016	Be a storyteller	View
03/22/2016	Expand your sponsorship clients to unusual suspects	View
03/21/2016	Politically speaking	View
03/18/2016	The key to success with social media	View
03/17/2016	Say the magic word	View
03/16/2016	Begin with the end in mind	View
03/15/2016	Use their words	View
03/14/2016	Increase your revenue per client with co-op	View
03/11/2016	Prospecting the SMART way	View
03/10/2016	Salespeople need to be great at closing	View
03/09/2016	The cancelled appointment	View
03/08/2016	Celebrate your customers' anniversaries	View
03/07/2016	A hat tip to the re-cap for getting renewals	View
03/04/2016	‘Did you forget me?’	View
03/03/2016	Just be yourself	View
03/02/2016	Updating your testimonials and references	View
03/01/2016	Let prospects interrupt	View
02/29/2016	Causes affect sales	View
02/25/2016	'I didn't prepare'	View
02/24/2016	Empowering the gatekeeper	View
02/23/2016	Analyzing 'winning' sales	View
02/22/2016	Objections are part of the sales process	View
02/19/2016	Brand consistency	View
02/18/2016	The 'Third-Party Selling' technique	View
02/17/2016	The importance of being trustworthy	View
02/16/2016	Thinking like a retailer, and planning ahead	View
02/15/2016	The power of the elevator speech	View
02/12/2016	The more you know...	View
02/11/2016	Mirroring the prospect	View
02/10/2016	Getting referrals	View
02/09/2016	Just listen	View
02/08/2016	When negotiating, be patient	View
02/05/2016	Start With Why	View
02/04/2016	Avoid the 'drop-in' call	View
02/03/2016	Salesperson to sales manager?	View
02/02/2016	Let the prospect talk	View
02/01/2016	'Cause' for concern	View
01/29/2016	‘I just want to be able to pay with my wrist’	View
01/28/2016	Thinking like a customer	View
01/27/2016	Being productive in 2016	View
01/26/2016	Know why you are calling	View
01/25/2016	Get callbacks from non-ad budget decision-makers	View
01/22/2016	The Value of a Brand	View
01/21/2016	Changing your cold-calling schedule	View
01/20/2016	Give 'em a choice	View
01/19/2016	Take competitive advantage for sponsorship leads	View
01/18/2016	Know your 'peak' time	View
01/15/2016	Why salespeople lie to their managers	View
01/14/2016	Pause and listen	View
01/13/2016	Sell your record of success	View
01/11/2016	Start preparing for 'Madness'	View
01/08/2016	R-E-S-P-E-C-T	View
01/07/2016	Make a note of it	View
01/06/2016	Re-establishing relationships	View
01/05/2016	New Year's resolution	View
01/04/2016	A prescription for success	View
12/30/2015	Make them feel comfortable	View
12/29/2015	Focus on preparation	View
12/28/2015	Alternative Revenue opportunities take time	View
12/23/2015	Set a goal	View
12/22/2015	Anticipate potential objections	View
12/21/2015	Qualify your Cause Marketing prospects	View
12/18/2015	Increase your sales – It’s simple, part 2	View
12/17/2015	Be professional	View
12/16/2015	Show your enthusiasm!	View
12/15/2015	Maintain a file of testimonials	View
12/14/2015	Bolster first-quarter revenues with co-op	View
12/11/2015	Increase your sales – It’s simple, Part 1	View
12/10/2015	Dealing with an angry client	View
12/09/2015	Get an annual checkup	View
12/08/2015	Lose the 'advertising' for greater NTR sales	View
12/07/2015	Look for common objections	View
12/04/2015	Do you have happy customers?	View
12/03/2015	Get your staff involved	View
12/02/2015	Listen up!	View
12/01/2015	Managing the sales call	View
11/30/2015	The team sale	View
11/25/2015	Watch the competition	View
11/24/2015	Plant the seeds of tomorrow	View
11/23/2015	Big revenues come in smaller companies	View
11/19/2015	Calling the referred prospect	View
11/18/2015	Always sell to people	View
11/16/2015	Remember what mama said: 'There are other fish in the sea'	View
11/13/2015	When was the last time you talked to your client?	View
11/12/2015	Build rapport by saving key info	View
11/11/2015	Know those 'unwritten' expectations	View
11/10/2015	Maximizing the potential of your station's events	View
11/09/2015	Helping the prospect make a decision	View
11/06/2015	Generating referrals	View
11/05/2015	Cold-calling pitfalls to avoid	View
11/04/2015	The eyes have it	View
11/03/2015	Making a sales presentation	View
11/02/2015	Using fear to your advantage	View
10/30/2015	Are you in danger of losing your best talent?	View
10/29/2015	Match communication and body language	View
10/28/2015	Breaking out of a slump	View
10/27/2015	Attracting listeners to your station's website	View
10/26/2015	Efficient vs. effective	View
10/23/2015	Plan a debriefing session	View
10/22/2015	Let the customer set the tone	View
10/21/2015	Write it down	View
10/20/2015	Find your 'bell cow'	View
10/19/2015	Mixing national with local	View
10/16/2015	Selling from the heart	View
10/15/2015	Training: It’s not just how, but who you train	View
10/14/2015	Asking the right questions	View
10/13/2015	Combining sponsors	View
10/12/2015	Use loyal customers as leverage	View
10/09/2015	Remember who you're talking to	View
10/08/2015	The importance of coaching	View
10/07/2015	You can't sell a group	View
10/06/2015	Make it easy	View
10/05/2015	Do not interrupt	View
10/02/2015	It's OK to admit, 'We can't do it'	View
10/01/2015	One way to set an appointment	View
09/30/2015	Have you learned something new?	View
09/29/2015	Reactance	View
09/28/2015	Follow the leaders	View
09/25/2015	Increasing your odds	View
09/24/2015	Maximize strengths, manage around weaknesses	View
09/23/2015	Create positive emotional experiences	View
09/22/2015	Partnering with a convenience store	View
09/21/2015	Be human!	View
09/18/2015	Skip the easy-to-achieve goals and aim higher	View
09/17/2015	Practice creative procrastination	View
09/16/2015	Measure every step	View
09/15/2015	Now is the time for planning	View
09/14/2015	'Let's do this'	View
09/11/2015	Slow down to speed up your sales	View
09/10/2015	Make objections work for you	View
09/09/2015	Establish rapport first	View
09/08/2015	The shorter the better	View
09/04/2015	Competing against yourself	View
09/03/2015	Making a list	View
09/02/2015	Selling yourself	View
09/01/2015	Don't get complacent	View
08/31/2015	A constant reminder	View
08/28/2015	The five elements of a productive question	View
08/27/2015	Before the holiday ...	View
08/26/2015	Honesty is the best policy	View
08/25/2015	Treat prospecting like an appointment	View
08/24/2015	Maximize your existing accounts	View
08/21/2015	Don't be bullied	View
08/20/2015	Avoiding the stall	View
08/19/2015	Meet your customers in person	View
08/18/2015	Review your calls	View
08/17/2015	Don't forget the Service Centers	View
08/14/2015	In case of an emergency, ask questions	View
08/13/2015	3 must-haves for sellers	View
08/12/2015	Using a prospect's own salespeople to your advantage	View
08/11/2015	Silence can be golden	View
08/10/2015	Easy-to-find Alternative Revenue leads	View
08/07/2015	Allow enough time for a decision	View
08/06/2015	Know what you're willing to concede	View
08/05/2015	Reward loyalty	View
08/04/2015	Try not to let it bother you	View
08/03/2015	Planning ahead	View
07/31/2015	Recency of experience	View
07/30/2015	Words salespeople need to use more often	View
07/29/2015	Work on your weaknesses	View
07/28/2015	Managing your time	View
07/27/2015	Simplifying the process	View
07/24/2015	Restating objections	View
07/23/2015	Using radio to sell radio	View
07/22/2015	Obtaining convincing testimonials	View
07/20/2015	Working with multiple vendors	View
07/17/2015	Interested or just polite?	View
07/16/2015	Demonstrate credibility	View
07/16/2015	Who gets past gatekeepers?	View
07/14/2015	Always be recruiting	View
07/13/2015	The hospitality component of sponsorships	View
07/10/2015	Your appearance matters...	View
07/09/2015	Writing radio inside the box	View
07/08/2015	When in a slump, do something else you're good at	View
07/07/2015	What is rapport?	View
07/06/2015	Working with the military	View
07/02/2015	The goal of cold calling	View
07/01/2015	Asking for commitment	View
06/30/2015	When the customer has price concerns	View
06/29/2015	Enhancing your recruitment advertising	View
06/26/2015	It's who you know	View
06/25/2015	Relinquishing control	View
06/24/2015	Develop a powerful introduction	View
06/23/2015	Evaluate what you hear	View
06/22/2015	Leveraging cause-related marketing opportunities	View
06/19/2015	Half the money I spend on advertising is wasted; it's what falls below the fold	View
06/18/2015	Sales managers should manage, not sell	View
06/17/2015	Strive for continuous improvement	View
06/16/2015	Generating testimonials	View
06/12/2015	Assemble tab A into slot A	View
06/11/2015	Selling the relationship	View
06/10/2015	4 tips for pre-call sales planning	View
06/09/2015	Refine your search for decision-makers	View
06/08/2015	One-size-fits-all coaching	View
06/05/2015	Close or close	View
06/04/2015	Promote your track record	View
06/03/2015	Sizing up the competition	View
06/02/2015	Speaking their language	View
06/01/2015	Knowing the outcome in advance	View
05/29/2015	It's time to put the FUN in fundamentals	View
05/28/2015	Adding value to sales calls	View
05/27/2015	Misery loves company?	View
05/26/2015	Local money from national names	View
05/22/2015	Customer service: Say it and mean it	View
05/21/2015	Asking the right questions	View
05/20/2015	Aggressive vs. assertive behavior	View
05/19/2015	Be flexible	View
05/18/2015	Have a focused game plan	View
05/15/2015	What's up, doc?	View
05/14/2015	Selling to inexperienced buyers	View
05/13/2015	Just ASK the question	View
05/12/2015	When you're at your best	View
05/11/2015	Getting the most out of 'added value'	View
05/08/2015	5 steps to help your advertisers track metrics	View
05/07/2015	4 lessons from a failed sales call	View
05/06/2015	Sending business articles	View
05/05/2015	Simplify and specialize value	View
05/04/2015	Focusing on the prospect	View
05/01/2015	Keep presentations to 18 minutes max	View
04/30/2015	Identifying the real objection	View
04/29/2015	Your opening statement	View
04/28/2015	Countering the 'Now is not a good time' response	View
04/27/2015	Treat 'em right	View
04/24/2015	Programmatic requires relationships	View
04/23/2015	Asking for the sale	View
04/22/2015	Being there when needed	View
04/21/2015	There's more than one way...	View
04/20/2015	Turning failure into success	View
04/17/2015	Attribution	View
04/16/2015	The canceled appointment	View
04/15/2015	The post-sale 'check-up'	View
04/14/2015	Overcoming 'sales inertia'	View
04/13/2015	Get to know them first	View
04/10/2015	Overheard at last month's Borrell Conference	View
04/09/2015	Don’t try to ‘wing it’	View
04/08/2015	Don't be late	View
04/06/2015	'Tis the season ... for beverage promotions!	View
04/03/2015	Increasing digital revenues	View
04/02/2015	What is an objection, anyway?	View
04/01/2015	A checklist of best practices	View
03/31/2015	Commercial specifics get results	View
03/30/2015	Never give up!	View
03/27/2015	Mail sorting can teach us how to present	View
03/26/2015	Helping your client look good	View
03/25/2015	Is there a single, ‘right’ way to sell?	View
03/24/2015	Keeping it positive	View
03/23/2015	Sponsorship development requires persistence	View
03/20/2015	Pop Quiz: What is an MAU?	View
03/19/2015	'I don’t have time to talk right now'	View
03/18/2015	Using fear to your advantage	View
03/17/2015	You are always on stage	View
03/16/2015	Service professionals dig digital advertising	View
03/13/2015	Quit selling spots, sell audience	View
03/12/2015	The question of price	View
03/10/2015	Preparing for the sales call	View
03/09/2015	Do your “PRE-Search”	View
03/06/2015	Wow, I see them everywhere	View
03/05/2015	Master the critical skills	View
03/04/2015	Don’t limit your choices	View
03/03/2015	Sell-Out Events	View
02/27/2015	Don’t throw water on this idea	View
02/26/2015	Umbrella questions	View
02/25/2015	Plan your territories	View
02/24/2015	Disagreeing and diffusing	View
02/20/2015	This is not spam, it’s SPAM	View
02/19/2015	Add value, not cost	View
02/18/2015	Watch your time with presentations	View
02/17/2015	The ‘Third-Party Selling’ technique	View
02/16/2015	Mirror, Mirror…	View
02/13/2015	4 marketing lessons from Dr. Seuss	View
02/12/2015	Live to fight another day	View
02/11/2015	No creative department? No problem!	View
02/10/2015	Bigger is not always better	View
02/09/2015	Rescuing wounded deals	View
02/06/2015	Trickery is for magicians, not sales pros	View
02/05/2015	How to use reason in your commercials	View
02/04/2015	What to do when your point person leaves	View
02/03/2015	The early bird gets the revenue	View
02/02/2015	The two biggest mistakes	View
01/30/2015	Uncanny Valley	View
01/29/2015	Don’t aim too high with cold calls	View
01/28/2015	Trust builders	View
01/27/2015	When the customer says yes, then does nothing	View
01/26/2015	I’ll tell you what I want…what I really, really want	View
01/23/2015	Can you serve an ad too often?	View
01/22/2015	People love a good story	View
01/21/2015	Don’t be bullied	View
01/20/2015	Start planning your Dairy Month campaigns now	View
01/19/2015	Treat prospecting like an appointment	View
01/16/2015	Don’t underestimate and don’t let advertisers overestimate	View
01/15/2015	Taking personal accountability	View
01/14/2015	2 seconds of silence	View
01/13/2015	Finding the right sales mentor	View
01/12/2015	Don’t overlook anyone	View
01/09/2015	Know your ‘peak’ time	View
01/08/2015	Identifying the real objection	View
01/06/2015	5 leadership actions to kick-start the new year	View
01/05/2015	Only 55 selling days till Frozen Food Month	View
11/21/2014	I tried digital once and it didn't work	View
	The shorter the better	View
	The higher authority close	View
	Analyzing ‘winning’ sales	View
	What’s hot (video) and what’s not (banner ads)	View
	Like a job interview	View
	Your voice	View
	Surrounding yourself with success	View
	Sticking to it	View
	Is there such a thing as too much targeting?	View
	Do not interrupt	View
	Using your time wisely	View
	Determinants of Campaign Success	View
	Hotels catering to a new breed of travel companion	View
	Planning Ahead	View
	Ford co-op and digital	View
	Prospect during off-peak hours	View
	Make objections work for you	View
	Understanding Each Prospect’s Buyers	View
	Get everyone involved	View
	Best place for client meetings	View
	An easy way to secure testimonials	View
	Broadcast branding -- part II	View
	Broadcast branding -- part I	View
	The hospitality component	View
	How you look to advertisers	View
	The most profitable sale	View
	Going above and beyond	View
	Getting the customer involved	View
	The team sale	View
	Live it, love it, sell it!	View
	The value of role-playing	View
	Don’t try to fool somebody	View
	Demonstrating credibility	View
	When is the last time you looked?	View
	Private Label brands offer a great promotional opportunity	View
	Why sales don’t go through	View
	Your voice	View
	Ask, listen and speak	View
	Popeyes Chicken is “Tear’n Up” monthly sales promotions	View
	Let clients help create digital ad campaigns	View
	Getting feedback from former customers	View
	Referral mistakes to avoid	View
	It’s radio, so write for the ear	View
	Handling an NTR objection	View
	Diagnose before you prescribe	View
	One-size-fits-all coaching	View
	Are you ‘hearing’ your customers?	View
	Adding value	View
	Word of mouth is the best advertising, and radio is the best word of mouth	View
	Use J-school students to create hyperLocal content	View
	Focus your prospecting	View
	Thinking strategically	View
	Just do something	View
	Story time	View
	‘Let’s do this’	View
	Making sure your team has the tools to succeed	View
	Wow, I see them everywhere	View
	Practice creative procrastination	View
	Create positive emotional experiences	View
	Salespeople need to be great at closing	View
	Know why you are calling	View
	Living with problems	View
	The needs of manufacturers	View
	Missed opportunity	View
	Remember who you're talking to	View
	Practice makes perfect	View
	Closing too quickly	View
	Campaign strategies backed by your whole station	View
	Customize the package	View
	Questions are the answer	View
	Remember to follow up	View
	Social media making moves from PR to advertising	View
	Don’t confuse being busy with being productive	View
	Trial closing	View
	Avoid the ‘drop-in’ call	View
	Now, here’s an idea to get an appointment	View
	When negotiating, be patient	View
	Find your ‘bell cow’	View
	The six P’s of sales performance	View
	Transactional business will not get you to where you want to be	View
	Be the market insider	View
	It's how you say it	View
	Follow a leader	View
	In time for the holidays	View
	Under-trained and mismanaged	View
	Uncovering the real reason	View
	Managing the sales call	View
	Don’t talk yourself out of a sale	View
	Why so many questions in headlines?	View
	Things to consider when working with non-traditional clients	View
	Get something in return	View
	Give ‘em a choice	View
	Unique remote vehicle graphic creates unique sales opportunities	View
	Just be yourself	View
	43 percent of small businesses don't want to grow	View
	Sponsor responsibly	View
	The sales funnel	View
	Manipulation or persuasion?	View
	Are your advertisers living for the quarter? Worse yet, payroll to payroll?	View
	Get The Appointment	View
	First quarter sales leads	View
	A New Year’s resolution	View
	Selling future benefits	View
	‘I specialize in the impossible’	View
	Sweepstakes, contests, and…no lotteries	View
	Increase your pre-call, pre-meeting research	View
	Watch what you say	View
	‘I noticed mistakes about your business in several online directories’	View
	Competing against yourself	View
	Express your true intent	View
	Sometimes it pays to ‘think small’	View
	A holiday partnership	View
	Have a good attitude, no matter what	View
	There’s a new buzzword in selling advertising	View
	Summer is a great time to prospect	View
	Is Anybody Listening?	View
	There is no one-size-fits-all solution	View