Advice from Sales Experts

Daily Sales Tips

Inspiration and motivation from sales leaders who know the business of sales better than anyone.

Date Title View
02/27/2024 What is an objection, anyway?  View
02/26/2024 Lessons from Gen Z MITs (marketers in training)   View
02/23/2024 Timing is everything  View
02/23/2024 You are a brand  View
02/21/2024 Master the critical skills  View
02/20/2024 Every prospect is different  View
02/16/2024 A survival guide for dealing with toxic co-workers  View
02/15/2024 Expect attrition  View
02/14/2024 Be clear and direct  View
02/13/2024 Be a storyteller  View
02/12/2024 Are you in love?  View
02/09/2024 How long will this last?  View
02/08/2024 Politically speaking  View
02/07/2024 Say the magic word  View
02/06/2024 Begin with the end in mind  View
02/05/2024 P = M * V  View
02/01/2024 Use their words  View
01/31/2024 Salespeople need to be great at closing  View
01/30/2024 The cancelled appointment  View
01/29/2024 Do you ride along?  View
01/26/2024 Are you fit?  View
01/25/2024 Celebrate your customers' anniversaries  View
01/24/2024 Just be yourself  View
01/23/2024 Updating your testimonials and references  View
01/22/2024 What, so what, now what?  View
01/19/2024 Let prospects interrupt  View
01/19/2024 Our job is to serve…  View
01/17/2024 Simplify and specialize value  View
01/16/2024 'I didn't prepare'   View
01/12/2024 I got a guy/gal  View
01/11/2024 Analyzing 'winning' sales  View
01/10/2024 The importance of being trustworthy  View
01/09/2024 The power of the elevator speech  View
01/08/2024 An uncomfortable question  View
01/05/2024 Which one are you?  View
01/04/2024 Getting referrals  View
01/03/2024 When negotiating, be patient  View
01/02/2024 Selling on purpose  View
12/29/2023 Know your 'peak' time  View
12/28/2023 The canceled appointment  View
12/27/2023 Pause and listen  View
12/26/2023 Sell your record of success  View
12/22/2023 R-E-S-P-E-C-T  View
12/21/2023 Make a note of it  View
12/20/2023 The post-sale 'check-up'  View
12/19/2023 Digital sales stalled? Here's a remedy: Hire people to sell digital  View
12/18/2023 Prospecting Made Easy(er)...  View
12/15/2023 Prospecting — It's tough out there  View
12/15/2023 Prospecting — It's tough out there  View
12/14/2023 Turning failure into success  View
12/13/2023 If I get one more email about generative A.I. ...  View
12/12/2023 Overcoming 'sales inertia'  View
12/11/2023 We do important work   View
12/08/2023 Have you given up?  View
12/07/2023 Scared to tell your buyers the most effective form of media?  View
12/06/2023 Don't try to 'wing it'  View
12/06/2023 Don't be late  View
12/04/2023 I was wrong   View
12/01/2023 When do I give up?   View
11/30/2023 What is an objection, anyway?  View
11/29/2023 Target what's 'vulnerable' in your customer's ad budget  View
11/28/2023 A checklist of best practices  View
11/27/2023 Good day or bad day...It depends  View
11/21/2023 Preparing for the sales call   View
11/20/2023 What we really like about you is...   View
11/17/2023 Are you interesting?  View
11/16/2023 You are always on stage  View
11/15/2023 Master the critical skills  View
11/14/2023 Don't limit your choices  View
11/13/2023 Security in sales. Really?  View
11/10/2023 Are you missing an opportunity?  View
11/09/2023 Umbrella questions  View
11/08/2023 Plan your territories  View
11/07/2023 Disagreeing and diffusing  View
11/06/2023 This can't possibly be...   View
11/03/2023 They say it – but do they mean it?  View
11/02/2023 Add value, not cost  View
11/01/2023 Watch your time with presentations  View
10/31/2023 Live to fight another day  View
10/30/2023 Perception Versus Reality... Perception IS Reality  View
10/27/2023 Will You Try This?  View
10/26/2023 Rescuing wounded deals  View
10/25/2023 The two biggest mistakes  View
10/24/2023 Don't aim too high with cold calls  View
10/23/2023 Prospecting — Your Favorite Topic!  View
10/20/2023 And the reviews are in...   View
10/19/2023 Trust builders   View
10/18/2023 Treat prospecting like an appointment  View
10/17/2023 Taking personal accountability  View
10/16/2023 Urgent or important?  View
10/13/2023 When do I give up?  View
10/12/2023 2 seconds of silence  View
10/12/2023 Answer the 'why'  View
10/10/2023 The value of role-playing  View
10/09/2023 Finding great sales talent or creating it...  View
10/06/2023 Taking personal accountability  View
10/05/2023 Trusting your intuition  View
10/04/2023 Pay close attention to what your prospect isn't saying  View
10/03/2023 Make your boss look good  View
10/02/2023 Just a little goes a long way...  View
09/29/2023 Let's play!  View
09/28/2023 The process of closing begins early  View
09/27/2023 Listen to the emotional side of your prospect or client  View
09/26/2023 Building trust  View
09/25/2023 Listen Up!  View
09/22/2023 Are you speaking your clients' language?  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 Don't give up too soon  View
06/28/2023 Getting the prospect to open up  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 Do you have a high-performance culture?  View
09/21/2022 Don't try to fool somebody  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 The Nine Elements of Change Power  View
08/12/2021 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 I Just Want to Be Able to Pay With My Wrist  View
04/21/2021 Power Negotiation  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 What’s Your Advertising Budget?  View
08/20/2020 Foster Continual Education  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 Fake It, Till You Make It  View
07/21/2020 What’s Your Story?  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 The Worst Opening Lines in Sales…  View
07/08/2020 The Worst Opening Lines in Sales…  View
07/08/2020 Do You Know That Guy?  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 Prepare more questions   View
01/17/2020 Mirroring the prospect   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
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
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
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
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
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 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
Sometimes it pays to ‘think small’  View
Competing against yourself  View
Express your true intent  View
A holiday partnership  View
Summer is a great time to prospect  View
Is Anybody Listening?   View
There is no one-size-fits-all solution   View
There’s a new buzzword in selling advertising  View
Have a good attitude, no matter what   View