Daily Sales Tip


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05/26/2023 Please don’t use this new RAB resource until... 

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05/25/2023 Be genuine 

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05/24/2023 Use energy to get a voicemail returned 

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05/23/2023 Keep them talking 

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05/22/2023 WOW! Words of wisdom 

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05/19/2023 How are you doing? 

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05/18/2023 Opinions count 

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05/17/2023 Learn the difference between a 'suspect' and a 'prospect' 

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05/16/2023 Have an open dialogue with your sales team 

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05/15/2023 Are you a kind person? 

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05/12/2023 Power negotiation 

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05/11/2023 Learn from the masters 

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05/10/2023 Your closing strategies 

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05/10/2023 When in a slump, do something else you're good at 

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05/08/2023 9 habits to change your future 

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05/05/2023 That was embarrassing... 

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05/05/2023 Spotting negative patterns — and derailing them 

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05/03/2023 Know what you're willing to concede 

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05/02/2023 Offer a choice of day and time when setting an appointment 

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05/01/2023 This car is a lemon 

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04/28/2023 P = M * V 

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04/27/2023 Relinquishing control 

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04/27/2023 Relinquishing control  

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04/26/2023 When setting an appointment, resist the urge to sell 

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04/25/2023 Don't give up on difficult prospects 

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04/24/2023 Are you speaking your clients' language? 

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04/21/2023 Are you leaving money on the table? 

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04/20/2023 'I don't have time to talk right now' 

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04/19/2023 Jekyll and Hyde 

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04/18/2023 Make rapport-building phone calls 

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04/17/2023 Do you have a high-performance culture? 

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04/13/2023 Timing is everything 

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04/12/2023 Engage, don't evade the gatekeeper 

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04/12/2023 Ask for next steps 

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04/11/2023 What do you think? 

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04/07/2023 Lessons from a bird brain... 

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04/06/2023 Disagreeing and defusing 

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04/05/2023 Use success stories to train and motivate 

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04/04/2023 Experiment, and don't make the same mistake twice 

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04/03/2023 This can't possibly be... 

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03/31/2023 Let's play! 

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03/30/2023 Always smile 

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03/29/2023 Clarify and paraphrase 

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03/27/2023 Good boss/bad boss 

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03/24/2023 Do you have a high-performance culture? 

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03/23/2023 Use their words 

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03/22/2023 The value of storytelling 

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03/21/2023 Opening the sales call 

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03/20/2023 And the reviews are in... 

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03/17/2023 When do I give up? 

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03/16/2023 Expect attrition 

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03/15/2023 Work on the basics 

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03/14/2023 Have a good attitude, no matter what 

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03/13/2023 12 Leadership lessons you'll learn here or the hard way 

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03/09/2023 Set transparent and measurable goals 

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03/09/2023 Are you agile or fragile? 

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03/08/2023 Inspiration or perspiration at #BorrellMiami2023 — it depends 

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03/07/2023 Make eye contact 

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03/06/2023 How would you like to make 800 prospect calls a day? 

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03/03/2023 Who doesn't love a conference? 

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03/02/2023 Aid the decision-making process 

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03/01/2023 How efficient is your sales team? Likely not enough. 

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02/28/2023 Don't try to fool somebody 

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02/27/2023 Open-ended questions 

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02/24/2023 Just a little goes a long way... 

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02/23/2023 Set your own goals 

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02/22/2023 Use their words 

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02/21/2023 Finding a champion 

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02/17/2023 The customer is NOT always right 

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02/16/2023 You're listening, but are you hearing your buyer? 

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02/16/2023 Begin with the end in mind 

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02/14/2023 Plant seeds at every opportunity 

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02/10/2023 How can you help? 

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02/09/2023 Become a trusted resource 

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02/08/2023 Ask for the order! 

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02/07/2023 Keep trying new things 

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02/06/2023 Confidence is the key 

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02/03/2023 The creative process 

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02/02/2023 Empathize with the angry customer 

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02/01/2023 It's time to dust off your sales strategy 

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01/31/2023 Analyzing 'winning' sales 

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01/30/2023 You are a brand 

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01/27/2023 Urgent or important? 

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01/26/2023 Leverage your mentor 

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01/25/2023 When dealing with objections, express your gratitude 

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01/24/2023 Talk about your prospect's favorite subject 

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01/23/2023 Hope is not a strategy 

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01/20/2023 RAB access for all! 

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01/20/2023 RAB access for all! 

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01/20/2023 RAB access for all! 

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01/20/2023 RAB access for all! 

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01/19/2023 Honesty is the best policy 

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01/18/2023 Skip the easy-to-achieve goals and aim higher 

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01/17/2023 Plan a debriefing session 

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01/13/2023 At CES, it's not about the gadgets anymore  

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01/12/2023 In case of an emergency, ask questions 

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01/11/2023 Develop multiple contacts within organizations 

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01/10/2023 It's time to dust off your sales strategy 

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01/09/2023 Constructive criticism is a myth 

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01/06/2023 Learning from your peers 

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01/05/2023 Learning from your peers 

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01/04/2023 'I didn't prepare' 

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01/03/2023 When the customer has price concerns 

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12/23/2022 Sales managers could be more like doctors 

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12/22/2022 Asking for the sale 

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12/21/2022 Sizing up the competition 

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12/20/2022 Get some face time 

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12/19/2022 Selling on purpose 

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12/15/2022 One question that can make you more memorable 

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12/14/2022 Give prospects an easy out 

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12/13/2022 Being on time 

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12/12/2022 Where are you headed? 

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12/12/2022 And the reviews are in... 

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12/08/2022 Build on your relationships 

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12/07/2022 How to avoid leaving dollars on the table with integrated campaigns 

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12/06/2022 Give great support to your staff 

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12/05/2022 Wait, can I buy more? 

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12/02/2022 There are NO shortcuts... 

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12/01/2022 Getting feedback from former customers 

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11/30/2022 Value in every touch 

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11/29/2022 Cushion your schedule 

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11/28/2022 Are you a time waster or a value creator? 

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11/28/2022 Are you a time waster or a value creator? 

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11/23/2022 Building trust 

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11/22/2022 Practice the art of listening 

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11/21/2022 Connection etiquette 

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11/21/2022 Connection etiquette 

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11/18/2022 Please don't do this 

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11/17/2022 Respect the prospect's time 

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11/16/2022 Dusting off your dead ends: What to do when leads go cold 

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11/15/2022 Don't expect to win an argument and close the sale 

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11/14/2022 Do you mean well? 

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11/11/2022 Hope is not a strategy 

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11/10/2022 Know your competition 

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11/09/2022 Finishing ahead of schedule 

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11/08/2022 Winning is fun. Celebrate it! 

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11/07/2022 Want to be different AND better? 

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11/04/2022 Success breeds success 

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11/03/2022 Get your hands dirty 

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11/02/2022 Objections are not negative 

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11/02/2022 Know your competition 

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10/31/2022 What do you want from me? 

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10/28/2022 Survey says... 

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10/27/2022 Make your boss look good 

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10/26/2022 Pump up your prospecting: tools, tips and tricks 

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10/25/2022 Finishing ahead of schedule 

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10/24/2022 I was wrong 

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10/21/2022 I quit! 

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10/20/2022 Avoiding Complacency  

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10/19/2022 Coaching in the moment  

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10/18/2022 The most difficult challenge for new salespeople 

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10/17/2022 Place your bets! 

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10/14/2022 What are you doing this weekend? 

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10/13/2022 You can never have too many contacts 

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10/12/2022 3 words to avoid when cold-calling a new prospect 

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10/11/2022 Practice self-evaluation 

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10/10/2022 Mistakes happen 

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10/07/2022 This car is a lemon 

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10/06/2022 Providing mentorship for managers 

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10/05/2022 Listen to the emotional side of your prospect or client 

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10/04/2022 Offer your prospects options 

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10/03/2022 Good day or bad day...It depends 

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09/30/2022 Can you help us help others? 

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09/29/2022 Respect the prospect's time 

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09/28/2022 Modulating your tone of voice to suit the situation 

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09/26/2022 When customers leave, find out why 

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09/26/2022 How far can you go? 

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09/22/2022 Aid the decision-making process 

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09/21/2022 Don't try to fool somebody 

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09/21/2022 Do you have a high-performance culture? 

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09/20/2022 Plant seeds at every opportunity 

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09/19/2022 Free Money Monday!  

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09/16/2022 The mental toll this is taking 

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09/15/2022 Updating your testimonials and references 

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09/14/2022 Listen up! 

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09/13/2022 You can't build a great sales team without a great sales manager 

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09/12/2022 Don't be "that person" 

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09/09/2022 Another reason to call your clients and prospects 

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09/08/2022 Planning phone sales calls 

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09/07/2022 Plant the seeds of tomorrow 

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09/06/2022 Avoiding the stall 

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09/02/2022 Everybody's Workin' for the Weekend 

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09/01/2022 Remain seated 

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08/31/2022 Talk about your prospect's favorite subject 

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08/30/2022 Always research sales prospects 

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08/29/2022 Recency of experience 

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08/29/2022 Read this article because we wrote it 

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08/25/2022 Work on the basics 

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08/24/2022 The canceled appointment 

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08/23/2022 Getting a read on the prospect 

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08/22/2022 Job security 

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08/19/2022 You are making a difference 

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08/18/2022 Celebrate your customers' anniversaries 

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08/17/2022 Always be... 

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08/16/2022 Watch the competition 

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08/15/2022 Are you a time waster or value creator? 

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08/12/2022 Stop Calling It Terrestrial Radio  

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08/11/2022 Reference your prior communications 

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08/10/2022 Always sell to people 

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08/09/2022 Cold-calling pitfalls to avoid 

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08/08/2022 We do important work 

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08/05/2022 Are you still playing the game? 

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08/04/2022 Reference your prior communications 

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08/03/2022 Learn a healthy way to handle rejection 

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08/02/2022 Helping the prospect make a decision 

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08/01/2022 Increase Your Sales — It's Simple, (Part II) 

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07/29/2022 Increase Your Sales — It's Simple. (Part I) 

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07/28/2022 Plan a debriefing session 

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07/27/2022 Don't guess just to appear knowledgeable 

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07/27/2022 Keep it clear 

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07/25/2022 Thanks, I needed that 

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07/22/2022 Do your clients and employees feel valued? 

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07/21/2022 Use loyal customers as leverage 

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07/20/2022 Anticipate potential problems 

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07/19/2022 Selling from the heart 

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07/18/2022 Are you on your calendar? 

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07/15/2022 This made me mad 

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07/14/2022 Keep them talking 

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07/13/2022 Learn the difference between a 'suspect' and a 'prospect' 

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07/12/2022 Present a specific solution for the prospect's challenges 

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07/12/2022 Present a specific solution for the prospect's challenges 

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07/11/2022 Getting it all accomplished 

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07/08/2022 Connection Etiquette 

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07/07/2022 It's OK to admit, 'We can't do it' 

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07/06/2022 Have an open dialogue with your sales team 

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07/05/2022 Learn from the masters 

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07/01/2022 Are you a source of business intelligence? 

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06/30/2022 Increasing your odds 

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06/29/2022 Practice creative procrastination 

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06/28/2022 Selling to the right person 

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06/27/2022 You broke the dam in my head 

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06/24/2022 Does your company have standards? 

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06/23/2022 Make objections work for you 

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06/22/2022 Have an open dialogue with your sales team 

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06/21/2022 Uncover new benefits 

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06/17/2022 Are you inspired and inspiring?  

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06/16/2022 Slow down to speed up your sales 

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06/15/2022 Setting the stage in a negotiation  

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06/14/2022 Honesty is the best policy  

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06/13/2022 Professionals practice until they can't get it wrong 

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06/10/2022 WOW! Words of wisdom 

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06/09/2022 Work on your weaknesses 

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06/08/2022 Managing your time 

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06/07/2022 Restating objections 

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06/06/2022 Mass email is a horrible way to prospect 

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06/03/2022 Power negotiation 

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06/02/2022 Interested or just polite? 

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06/01/2022 Abide by the Golden Rule 

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05/31/2022 Demonstrate credibility 

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05/27/2022 Unplug 

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05/26/2022 Build rapport by saving key info 

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05/25/2022 Know those 'unwritten' expectations 

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05/24/2022 Strive for continuous improvement 

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05/23/2022 Nobody mentioned my ads 

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05/20/2022 Finding great sales talent or creating it… 

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05/19/2022 Generating testimonials 

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05/18/2022 Focus on finding the right prospects 

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05/17/2022 4 tips for pre-call sales planning 

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05/16/2022 Do you have a guide? 

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05/13/2022 Triskaidekaphobia 

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05/12/2022 When setting an appointment, resist the urge to sell 

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05/11/2022 One-size-fits-all coaching 

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05/10/2022 Don't give up on difficult prospects 

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05/09/2022 If you think you're beaten — you are 

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05/06/2022 Are you a kind person? 

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05/05/2022 Aggressive versus assertive behavior  

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05/04/2022 Have a focused game plan 

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05/03/2022 Selling to inexperienced buyers 

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05/02/2022 The power of engagement 

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04/29/2022 Does anyone know? 

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04/28/2022 When you're at your best 

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04/27/2022 Sending business articles 

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04/26/2022 Simplify and specialize value 

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04/22/2022 Good boss/bad boss 

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04/21/2022 Your opening statement 

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04/20/2022 Asking for the sale 

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04/19/2022 Being there when needed 

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04/18/2022 Successful actions lead to successful results 

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04/15/2022 Inertia 

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04/14/2022 Turning failure into success 

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04/13/2022 The canceled appointment 

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04/12/2022 The post-sale 'check-up' 

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04/11/2022 This car is a lemon 

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04/08/2022 Are you agile or fragile? 

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04/07/2022 Overcoming 'sales inertia' 

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04/06/2022 Don't try to 'wing it' 

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04/05/2022 Don't be late 

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04/04/2022 What do you want from me? 

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04/01/2022 Can you move a little faster? 

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03/31/2022 Is there a single, 'right' way to sell? 

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03/30/2022 Keeping it positive 

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03/29/2022 'I don't have time to talk right now' 

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03/28/2022 I'm sorry, we can't help you... 

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03/25/2022 Are you running on empty? 

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03/24/2022 Using fear to your advantage 

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03/23/2022 You are always on stage 

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03/22/2022 Preparing for the sales call 

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03/18/2022 What's next? 

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03/17/2022 Disagreeing and diffusing 

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03/16/2022 Add value, not cost 

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03/15/2022 The 'third-party selling' technique 

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03/14/2022 Constructive criticism is a myth 

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03/11/2022 Are You Agile or Fragile? 

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03/10/2022 Live to fight another day 

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03/09/2022 Rescuing wounded deals 

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03/08/2022 The Two Biggest Mistakes 

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03/07/2022 Is Your Sales Model Obsolete? 

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03/04/2022 Motivation is a Myth 

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03/03/2022 Trust builders 

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03/01/2022 Pause and listen 

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02/28/2022 Do You Have A High-Performance Culture?  

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02/25/2022 Confidence is the Key 

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02/24/2022 Sell Your Record of Success 

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02/23/2022 R-E-S-P-E-C-T 

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02/22/2022 Make a note of it 

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02/18/2022 Does Your Phone Work? 

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02/17/2022 Re-establishing Relationships 

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02/16/2022 Think Of 'Sales' As Problem-Solving Conversations 

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02/15/2022 Be the CEO Of Your Own Career 

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02/14/2022 Are You in Love? 

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02/11/2022 Develop Your Capacity for Empathy 

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02/10/2022 Understand Prospects as Human Beings First 

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02/09/2022 Ask Great Questions 

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02/08/2022 Add Value With Every Transaction 

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02/07/2022 The Ingredients for Success in Sales 

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02/04/2022 Vent, Validate and Value 

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02/03/2022 Prepare More Questions 

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02/02/2022 Hard Work is Risky 

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02/01/2022 Do Your Homework 

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01/31/2022 Thirteen Leadership Lessons You'll Learn Here or the Hard Way 

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01/28/2022 We're All in This Together 

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01/27/2022 Be prepared 

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01/26/2022 Beg or Brag 

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01/25/2022 Practice 

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01/24/2022 What It Means to Be Great 

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01/21/2022 Dwell-Time 

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01/20/2022 Be confident 

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01/19/2022 Be Human 

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01/18/2022 The Diderot Effect 

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01/14/2022 More Strategy, Less Hope 

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01/13/2022 Be a Follow-Up Specialist 

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01/12/2022 Consistent Prospecting Solves Most Sales Challenges 

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01/11/2022 Be Transparent 

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01/10/2022 Some Prospects Should NOT Advertise...Yet 

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01/07/2022 Hope Is Not a Strategy 

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01/06/2022 Get to Know Your Customers 

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01/05/2022 Turn Off the Internet 

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12/30/2021 Does Your Phone Work? 

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12/29/2021 What Are You Looking At? 

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12/28/2021 Where Are You Headed? 

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12/27/2021 Great Holiday Reading 

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12/23/2021 The Four Ls of Success 

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12/22/2021 And The Reviews Are In... 

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12/21/2021 The Five Elements of a Productive Question 

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12/20/2021 Advertisers LOVE Data 

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12/17/2021 To Tell or Not to Tell 

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12/16/2021 Q: How Do I Sell Against Digital? A: You Don't 

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12/15/2021 Born-on Date 

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12/14/2021 Seven Ways To Become a Source of Business Advantage to Your Local Advertisers 

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12/13/2021 Measuring What Matters — Response 

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12/10/2021 What's The Worst That Could Happen? 

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12/09/2021 Stop Making Stupid Mistakes 

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12/08/2021 Measuring What Matters 

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12/07/2021 Sales Managers Could Be More Like Doctors 

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12/06/2021 Selling With Purpose 

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12/03/2021 Why People Hate to Advertise 

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12/02/2021 Solve Customer Complaints with One Question 

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12/01/2021 Wait, Can I Buy More? 

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11/30/2021 There Are NO Shortcuts... 

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11/29/2021 Fake It, Till You Make It 

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11/23/2021 Do You Provide Essential Services? 

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11/22/2021 What's In Your Sales Go Bag? 

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11/19/2021 Want to Be Different AND Better? 

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11/18/2021 Don't Forget the Fundamentals 

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11/17/2021 How to Hit the Goals You Set 

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11/16/2021 Setting and Achieving Higher Goals 

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11/15/2021 What's Your Advertising Budget? 

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11/12/2021 Advertising Can't Make a Bad Business Better 

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11/11/2021 Following the Recipe 

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11/10/2021 This Can't Be True… 

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11/09/2021 Motivation Is a Myth 

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11/05/2021 Radio – The Soundtrack of Our Lives 

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11/04/2021 How to Build Quality Relationships (Part III) 

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11/03/2021 Your Last Conversation is the Relationship (Part II) 

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11/02/2021 Relationships Matter Most (Part I) 

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11/01/2021 The Elements of Trust 

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10/29/2021 Survey Says… 

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10/28/2021 How to Build a Culture of Accountability 

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10/27/2021 Being Accountable 

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10/26/2021 The Fear of Knowing, or Not Knowing 

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10/22/2021 The Importance of Human Contact 

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10/21/2021 Born-on Date  

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10/20/2021 What's Your Story?  

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10/19/2021 What Do Your Customers Think of You?  

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10/18/2021 The Ingredients for Success in Sales 

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10/15/2021 Do You Have to or Want to? 

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10/14/2021 To Connect and Engage, Look Beyond 

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10/13/2021 When Do I Give Up? 

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10/12/2021 Words to Avoid… 

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10/11/2021 I’m Going To Be Totally Honest With You 

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10/08/2021 Brand Consistency 

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10/07/2021 How Do You Feel? 

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10/06/2021 The Future is Local 

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10/06/2021 Job Security 

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10/04/2021 Do Your Employees Know How You Feel? 

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10/01/2021 Recency of Experience 

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09/30/2021 Will You Ask For The Annual? 

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09/29/2021 Dig Deeper for Greater Understanding 

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09/28/2021 RAB Members Are The Best 

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09/27/2021 What’s Holding You Back? 

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09/24/2021 Are You a Riser or Sinker? 

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09/23/2021 What’s Stupid Around Here? 

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09/22/2021 Stop Selling 

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09/21/2021 Climbing the Ladder 

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09/20/2021 Seven Reasons to Read This 

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09/17/2021 Wouldn’t It Be Nice? 

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09/16/2021 YOLO? Maybe Not 

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09/15/2021 Are We Clear? Crystal  

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09/13/2021 What Do You Want From Me? 

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09/10/2021 Unplug 

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09/09/2021 The Future is Local 

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09/08/2021 Are You a Believer? 

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09/07/2021 Presentation Tips 

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09/03/2021 Intelligent Questions 

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09/02/2021 Are You A Conversational Narcissist? 

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09/01/2021 What Do You Want From Me? 

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08/31/2021 You’re Not Just Anyone 

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08/30/2021 Stop Selling 

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08/27/2021 Looking Forward to Cold Calling? 

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08/26/2021 I Love Where I Work 

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08/25/2021 Are You In Love? 

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08/24/2021 Uncertainty Still Prevails, But It’s Different 

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08/23/2021 Prospecting Made Easy(ier)... 

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08/20/2021 What’s The Point? 

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08/19/2021 Hope Is Not a Strategy 

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08/18/2021 The Mental Toll This is Taking 

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08/17/2021 It’s The Experience 

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08/16/2021 Businesses That Continue Advertising in Crisis Grow 

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08/13/2021 Please Don't Lead With Research 

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08/12/2021 The Nine Elements of Change Power 

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08/12/2021 Change Power 

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08/10/2021 Pluralistic Ignorance 

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08/09/2021 Six Lessons Learned 

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08/06/2021 Shut Up and Listen 

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08/04/2021 Seeding 

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08/03/2021 Do I Belong? 

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08/02/2021 You’re Doing It Wrong 

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07/30/2021 Boat Shopping 

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07/29/2021 How Do You Feel? 

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07/28/2021 Read This Article Because We Wrote It 

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07/27/2021 Hope Is Not A Strategy 

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07/26/2021 Are You a Believer? 

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07/23/2021 Recency of Experience 

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07/22/2021 What’s The Point? 

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07/21/2021 Only The Strong Survive  

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07/20/2021 Managers, Are You Listening?  

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07/19/2021 Please Don’t Do This  

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07/16/2021 Training: It’s Not Just How, But Whom You Train 

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07/15/2021 Who Are You Again? 

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07/14/2021 Are You THE Place to Work? 

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07/13/2021 The Great Resignation – Are You in Danger? (Part II) 

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07/09/2021 Getting It All Accomplished 

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07/08/2021 Connection Etiquette Part II 

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07/07/2021 Connection Etiquette 

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07/06/2021 Advertising Doesn’t Sell… 

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07/02/2021 Increase Your Sales – It’s Simple. (Part II) 

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07/01/2021 Increase Your Sales – It’s Simple. (Part I) 

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06/30/2021 Holiday Weekend Experiment 

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06/29/2021 Could a Phone Call Change Your Life? 

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06/28/2021 RAB Trust Tool 

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06/25/2021 Trust Me 

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06/24/2021 Talent = Growth 

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06/23/2021 The Two Ts of Tomorrow 

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06/22/2021 Are You Speaking Their Language? 

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06/21/2021 Listen Up! 

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06/17/2021 WOW Customer Service 

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06/16/2021 Do You Have Happy Customers? 

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06/15/2021 Is Sales Force Turnover Always a Bad Thing? 

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06/14/2021 Advertising Reps Are Snake Oil Salespeople 

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06/11/2021 Job Security 

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06/09/2021 What is Your Mailing Address? 

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06/08/2021 The Motivating Power of New Learning 

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06/07/2021 Will You Try This? 

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06/04/2021 What’s Your Purpose? 

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06/03/2021 Professionals Practice Until They Can’t Get It Wrong 

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06/02/2021 Clients Are a Gift Never to Be Taken for Granted 

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06/01/2021 The Torx Screw 

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05/28/2021 Radio Matters to Automotive - Video Sales Tip 

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05/27/2021 The Hanging Chad… 

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05/26/2021 The Problem With Goals 

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05/25/2021 Your Goals Are Not the Problem 

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05/24/2021 The Creative Process 

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05/21/2021 Online/Live Presentation Tips 

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05/20/2021 Are You Really Listening? 

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05/18/2021 Seeding 

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05/17/2021 Stop Selling 

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05/14/2021 Dwell Time 

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05/13/2021 The Diderot Effect 

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05/12/2021 The Four Levels of Learning 

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05/11/2021 Finding Great Sales Talent or Creating It… 

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05/10/2021 Nobody Mentioned My Ads 

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05/06/2021 A Culture of Confidence 

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05/05/2021 Confidence is the Key 

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05/04/2021 Send Me A Letter 

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05/03/2021 Do Your Clients Trust You… 

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04/30/2021 What’s Your Purpose? 

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04/29/2021 Thrive, Not Just Survive… 

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04/28/2021 May the Best Team Win 

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04/27/2021 Mass Email Is a Horrible Way to Prospect 

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04/23/2021 Pre-Meeting Planning – Agency Style 

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04/22/2021 Maximizing Agency Relationships 

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04/21/2021 Power Negotiation 

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04/21/2021 I Just Want to Be Able to Pay With My Wrist 

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04/19/2021 Are You A Believer? 

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04/16/2021 Seizing the Opportunity 

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04/15/2021 If You're Happy and You Know It… 

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04/14/2021 Can You Hear What I See? (Pt. II) 

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04/13/2021 Can You Hear What I See? (Pt. I) 

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04/12/2021 Yes, There Really Are Stupid Questions 

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04/08/2021 Where Are You Headed? 

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04/07/2021 Does Your Phone Work? 

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04/06/2021 What do you think?  

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04/05/2021 Do You Want To Get Better? 

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04/02/2021 And the Reviews are in…  

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04/01/2021 To Tell or Not to Tell  

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03/31/2021 The Four Ps of Successful Meetings 

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03/30/2021 ABC – Always Be Closing 

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03/29/2021 Selling After the Crisis 

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03/25/2021 Advertising Can’t Make A Bad Business Better 

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03/24/2021 Hey, Can You Help Us Out? 

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03/24/2021 Hey, Can You Help Us Out? 

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03/23/2021 Don’t Be That Person 

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03/22/2021 How is it going? 

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03/19/2021 One Way to Be A Source of Business Intelligence 

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03/18/2021 Prospecting Made Easy(er) 

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03/17/2021 Lessons from a Bird Brain… 

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03/16/2021 Urgent or Important? 

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03/15/2021 Maximize Strengths, Manage Around Weaknesses 

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03/12/2021 Inbox Detox 

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03/11/2021 This Car Is a Lemon 

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03/10/2021 Constructive Criticism is a Myth 

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03/09/2021 Are You Agile or Fragile? 

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03/03/2021 This Can’t Possibly Be… 

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03/02/2021 Are You Speaking Your Clients’ Language? 

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03/01/2021 Do You Mean Well? 

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02/26/2021 Trust 2.0 

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02/25/2021 Good Boss/Bad Boss 

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02/24/2021 Are You A Conversational Narcissist? 

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02/23/2021 Something to Ask Your Advertisers 

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02/22/2021 What We Know… and What We Don’t 

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02/19/2021 The Mental Toll This is Taking 

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02/18/2021 What We Know... and What We Don't 

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02/17/2021 What to Say When You Call 

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02/12/2021 What Are You Looking At? 

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02/11/2021 Go Pack, Go! 

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02/09/2021 Do You Have a High-Performance Culture? 

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02/08/2021 Prospecting – Your Favorite Topic! 

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02/05/2021 How Far Can You Go? 

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02/04/2021 I Considered Listening to the Radio Today 

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02/03/2021 A Culture of Confidence 

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02/02/2021 Confidence Is the Key 

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01/28/2021 Stop Selling 

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01/27/2021 How Do You Feel? 

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01/26/2021 Read This Article Because We Wrote It 

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01/25/2021 Hope Is Not A Strategy 

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01/22/2021 We Do Important Work 

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01/19/2021 Do Your Clients Trust You? 

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01/14/2021 The Mental Toll This is Taking 

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01/13/2021 What We Know... And What We Don't 

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01/11/2021 I Know Someone 

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01/07/2021 To Tell or Not to Tell 

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01/06/2021 How Would You Like to Make 800 Prospect Calls a Day? 

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01/05/2021 Urgent or Important? 

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12/23/2020 And the Reviews Are In... 

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12/18/2020 I'm Just Stopping By...  

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12/17/2020 Never Hire A Bad Salesperson Again  

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12/16/2020 Seven Ways to Become a Source of Business Advantage to Your Local Advertisers 

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12/15/2020 Will You Ask for The Annual? 

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12/14/2020 What's Wrong with Management? 

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12/14/2020 What's Wrong with Management?  

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12/11/2020 Are You Speaking Your Clients’ Language? 

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12/10/2020 Maximize Strengths, Manage Around Weaknesses 

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12/09/2020 Are You Building Them Up or Beating Them Up? 

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12/08/2020 Have You Unlearned Anything This Year? 

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12/07/2020 What’s the Worst That Could Happen? 

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12/03/2020 Ever Miss a Deadline? 

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12/02/2020 Looking to Expand Share of Wallet? Think Video 

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12/01/2020 Measuring What Matters 

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11/30/2020 Sales Managers Could Be More Like Doctors 

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11/25/2020 Do You Have Happy Customers? 

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11/24/2020 What's in Your Sales Go Bag? 

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11/23/2020 Selling on Purpose 

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11/19/2020 Why People Hate to Advertise 

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11/18/2020 Your Appearance Matters... 

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11/17/2020 Following the Recipe 

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11/16/2020 Solve Customer Complaints with One Question 

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11/13/2020 Advertising Can’t Make a Bad Business Better 

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11/12/2020 A Great Way to Get Ready for the New Year 

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11/11/2020 Can You Handle the Truth? 

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11/10/2020 Are You in Danger of Losing Your Best Talent? 

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11/06/2020 Do You Have Happy Customers? 

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11/05/2020 Are You A Conversational Narcissist?  

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11/04/2020 The Future is Local 

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11/03/2020 Stop Doing Customer Needs Analysis Meetings 

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11/02/2020 Radio - the Soundtrack of Our Lives 

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11/01/2020 How to Build Quality Relationships 

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10/29/2020 Your Last Conversation Is the Relationship 

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10/28/2020 Relationships Matter Most 

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10/27/2020 Campaigns That Get Results 

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10/26/2020 That’s Not What I Meant… 

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10/23/2020 Why Salespeople Lie to Their Managers  

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10/21/2020 Why Can’t These People Focus?  

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10/20/2020 How to Have Your Most Productive Year Ever (Part 2)  

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10/19/2020 How to Have Your Most Productive Year Ever (Part 1)  

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10/15/2020 Are You A Believer? 

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10/14/2020 How to Write Prospecting Emails That Work 

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10/13/2020 The Biggest Mistake in Selling… 

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10/12/2020 Can You Hear What I See? (Part II) 

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10/09/2020 Can You Hear What I See? (Part I) 

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10/08/2020 Rethinking the Customer Experience  

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10/08/2020 Its Apple Picking Season 

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10/07/2020 What Are Your Companies Core Values? 

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10/06/2020 Be Different When Prospecting 

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10/05/2020 Role Priority Versus Task Priority 

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10/02/2020 Yes, There Really are Dumb Questions 

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10/01/2020 Mistakes Happen 

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09/30/2020 What Do You Know About Radio? 

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09/29/2020 Some Prospects Should NOT Advertise… Yet 

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09/28/2020 Does Your Phone Work? 

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09/25/2020 You Are in Total Control 

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09/22/2020 A Little Kindness Goes A Long Way 

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09/21/2020 Are You Surviving – Or Thriving? 

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09/18/2020 I Don’t Like Training… 

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09/17/2020 We Have Our Answer 

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09/16/2020 The Tale of Two Sellers 

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09/15/2020 Do You Want to Get Better? 

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09/14/2020 Want Some Free Money?  

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09/11/2020 Why People Hate to Advertise  

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09/10/2020 Are You Following VCE?  

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09/09/2020 What are you looking at? 

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09/08/2020 Did You Do Some Traveling This Holiday Weekend?  

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09/04/2020 Great Weekend Reading 

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08/31/2020 What Do You Think? 

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08/28/2020 And the Reviews Are In… 

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08/27/2020 The Five Elements of a Productive Question 

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08/26/2020 The Power of Radio for Political 

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08/24/2020 September Sales Ideas 

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08/21/2020 To Tell or Not To Tell 

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08/20/2020 Foster Continual Education 

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08/20/2020 What’s Your Advertising Budget? 

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08/19/2020 Can You Help, Please? 

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08/18/2020 The Four Levels of Learning 

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08/17/2020 How Do I Get Past the Gatekeeper? 

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08/14/2020 Finding Great Sales Talent or Creating It… 

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08/12/2020 No Medium Is Better at This Than Radio 

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08/11/2020 Will You Try This? 

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08/07/2020 RAB Video Sales Tip 

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08/06/2020 I Love Objections 

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08/06/2020 How to Handle Objections  

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08/05/2020 I Was Wrong 

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07/31/2020 Another Reason to Call Your Clients and Prospects 

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07/29/2020 The Power of Radio 

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07/27/2020 Learn Something New 

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07/27/2020 The Industry Lost A Giant 

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07/24/2020 Stop Selling 

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07/22/2020 Born-on-Date? 

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07/21/2020 What’s Your Story? 

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07/21/2020 Fake It, Till You Make It 

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07/17/2020 Who Doesn’t Love Cookies? 

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07/16/2020 How to Hit the Goals You Set 

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07/14/2020 Shift Happens  

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07/13/2020 What Are Consumers Thinking?  

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07/10/2020 Did You Smell the Roses?  

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07/08/2020 The Worst Opening Lines in Sales… 

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07/08/2020 The Worst Opening Lines in Sales… 

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07/08/2020 Do You Know That Guy? 

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07/06/2020 What’s the Worst That Could Happen? 

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07/06/2020 Celebrating Independence – Together… 

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06/30/2020 Great Advice 

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06/29/2020 Advertising Doesn’t Sell… 

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06/29/2020 A New Type of Workspace 

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06/25/2020 Eight to Be Great 

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06/24/2020 Thanks, Dad… 

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06/23/2020 Urgent or Important? 

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06/22/2020 Key Lessons Learned So Far… 

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06/17/2020 Why Can’t These People Focus?  

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06/16/2020 Start with the End in Mind  

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06/12/2020 Gone Fishing… 

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06/11/2020 Do You Have Happy Customers? 

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06/10/2020 Please Don’t Do This: 

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06/09/2020 Words to Avoid… 

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06/08/2020 I’m Going To Be Totally Honest With You 

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06/04/2020 Brand Consistency 

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06/01/2020 Do You Provide Essential Services? 

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05/29/2020 Cooking with Kent 

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05/26/2020 Time for S.M.A.R.T. Prospecting 

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05/22/2020 Drink Up and Be Healthy 

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05/20/2020 The Future is Local 

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05/20/2020 The Value of a Brand 

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05/18/2020 Read This Article Because We Wrote It 

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05/15/2020 Andrew White Cooks Up Some Fun 

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05/13/2020 Are You a Believer? 

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05/12/2020 Uncertainty Still Prevails, But It’s Different 

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05/11/2020 When Was the Last Time You Rolled in the Grass? 

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05/07/2020 Prospecting Made Easy(-ier) ... 

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05/07/2020 Prospecting Made Easy(-ier) ... 

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05/06/2020 Hope Is Not A Strategy 

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05/05/2020 Recency of Experience 

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05/01/2020 Social Distance Does Not Mean Isolation 

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04/30/2020 What’s the Point? 

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04/29/2020 Online Presentation Tips 

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04/28/2020 Intelligent Questions 

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04/27/2020 Are You A Conversational Narcissist? 

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04/23/2020 I Am Capable. I Am Willing. I Can and I Will 

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04/22/2020 Do Your Clients Trust You? 

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04/21/2020 It's A Mind Game 

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04/20/2020 Smile, You’re on Camera 

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04/17/2020 The Importance of D-Time 

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04/16/2020 The Mental Toll This is Taking 

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04/14/2020 What We Know…And What We Don’t 

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04/13/2020 What to Say When You Call 

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04/10/2020 Having trouble adjusting to an unconventional work-from-home office? 

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04/09/2020 What To Say When You Advertise 

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04/08/2020 Should Clients Be Advertising Now? 

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04/07/2020 Please Don't Lead With Research 

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04/06/2020 Thrive, Not Just Survive… 

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04/03/2020 Feeling the work-from-home blues? 

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04/02/2020 Pluralistic Ignorance 

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04/01/2020 Another Reason To Call Your Clients and Prospects 

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03/31/2020 Are You Really Listening? 

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03/27/2020 Answer the 'why' 

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03/26/2020 Pause and listen 

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03/25/2020 Taking personal accountability 

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03/24/2020 In case of an emergency, ask questions 

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03/23/2020 Listen to the emotional side of your prospect or client 

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03/20/2020 Coaching in the moment 

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03/19/2020 When customers leave, find out why 

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03/18/2020 Relationships matter more than ever  

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03/17/2020 Keep customers informed 

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03/16/2020 Get something in return  

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03/13/2020 Respect the prospect's time  

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03/12/2020 Develop doubt  

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03/11/2020 Make each appointment count  

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03/10/2020 Don't expect to win an argument and close the sale  

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03/09/2020 Ask, listen and act  

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03/06/2020 Sharing success stories with new hires  

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03/05/2020 Being on the same page  

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03/04/2020 Let the prospect talk  

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03/03/2020 Match communication and body language  

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03/02/2020 Consider a mentor  

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02/28/2020 Make eye contact  

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02/27/2020 Don't try to fool somebody  

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02/26/2020 Set your own goals  

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02/25/2020 Opening the sales call  

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02/24/2020 The two biggest mistakes 

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02/21/2020 What is an objection, anyway? 

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02/20/2020 Expect attrition 

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02/19/2020 Be a storyteller 

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02/18/2020 Just be yourself 

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02/17/2020 Use their words 

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02/14/2020 Begin with the end in mind  

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02/13/2020 You're listening, but are you hearing your buyer?  

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02/12/2020 Say the magic word  

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02/11/2020 Become a trusted resource  

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02/10/2020 Work on the basics  

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02/06/2020 'I didn't prepare'  

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02/05/2020 Celebrate your customers' anniversaries  

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02/04/2020 Updating your testimonials and references  

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02/03/2020 Empowering the gatekeeper  

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01/31/2020 Keep trying new things  

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01/30/2020 Analyzing 'winning' sales  

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01/29/2020 Don't be pushy 

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01/28/2020 Let prospects interrupt 

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01/27/2020 The 'Third-Party Selling' technique 

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01/24/2020 Avoid the 'drop in' call  

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01/23/2020 Communicate with great information 

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01/22/2020 The importance of being trustworthy  

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01/17/2020 Mirroring the prospect  

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01/17/2020 Prepare more questions  

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01/16/2020 Thinking like a customer  

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01/14/2020 When negotiating, be patient  

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01/13/2020 Know why you are calling  

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01/10/2020 Always be...  

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01/09/2020 Give 'em a choice  

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01/08/2020 Know your 'peak' time  

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01/07/2020 Pause and listen  

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12/19/2019 R-E-S-P-E-C-T  

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12/18/2019 Make a note of it  

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12/17/2019 Now What...CONGRATULATIONS?  

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12/16/2019 Show your enthusiasm!  

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12/13/2019 Maintain a file of testimonials  

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12/12/2019 Dealing with an angry client  

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12/11/2019 Discipline  

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12/05/2019 Reference your prior communications  

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12/04/2019 Know those 'unwritten' expectations  

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12/03/2019 Helping the prospect make a decision 

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12/02/2019 Cold-calling pitfalls to avoid  

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11/27/2019 Efficient vs. effective  

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11/26/2019 Plan a debriefing session  

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11/25/2019 Communicate effectively with your sales team 

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11/22/2019 Create a plan that's based on reality 

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11/21/2019 Be flexible 

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11/20/2019 Get some face time 

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11/19/2019 Abide by the Golden Rule 

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11/15/2019 Slow down 

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11/14/2019 Make it easy 

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11/13/2019 Fulfilling promises 

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11/12/2019 Follow up: It's up to you 

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11/11/2019 Dig into challenges 

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11/08/2019 One question that can make you more memorable 

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11/07/2019 A good time to reach decision-makers 

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11/06/2019 Give prospects an easy out 

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11/05/2019 Learn a healthy way to handle rejection 

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11/04/2019 Identify the root cause 

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11/01/2019 Closing at every opportunity 

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10/31/2019 The 'give it a try' method 

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10/30/2019 Don’t be pushy 

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10/29/2019 Cushion your schedule 

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10/28/2019 Value in every touch 

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10/25/2019 Being on time 

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10/24/2019 The value of storytelling 

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10/23/2019 Focus on the end goal 

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10/22/2019 Building sales team unity 

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10/21/2019 Think big 

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10/18/2019 Set your sales bar high 

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10/17/2019 Trusting your intuition 

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10/16/2019 Helping your client along the way 

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10/15/2019 Practice the art of listening 

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10/14/2019 Strike a balance 

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10/11/2019 Dealing with difficult prospects 

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10/10/2019 Make your customer the hero 

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10/09/2019 Pay close attention to what your prospect isn't saying 

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10/08/2019 Find a mentor 

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10/07/2019 Bringing up objections 

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10/04/2019 Address problems quickly 

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10/03/2019 'Tell me your thoughts' 

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10/02/2019 A token of appreciation 

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10/01/2019 When negotiating, control your emotions 

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09/30/2019 Ask for the order! 

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09/27/2019 Be clear and direct 

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09/26/2019 Give before you get 

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09/25/2019 Be persistent, yet respectful 

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09/24/2019 Dealing with a team problem 

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09/23/2019 Customer-driven responsiveness 

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09/20/2019 Know when it is time for action 

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09/19/2019 Regularly review your ideal customer profile 

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09/18/2019 Keep prospecting on the schedule 

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09/17/2019 Getting off to a good start 

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09/16/2019 Don't be negative 

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09/13/2019 Be prepared for objections 

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09/12/2019 Make them feel comfortable 

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09/05/2019 Use the Power of Voice  

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09/04/2019 Avoid the Emotional Rollercoaster 

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09/03/2019 Dream Big 

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08/30/2019 A Game of Sales 

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08/29/2019 Focus on Your Best Point  

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08/28/2019 Analyze your sales approach from your customer's shoes  

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08/27/2019 Prospect daily 

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08/26/2019 Anticipate and Counter Concerns 

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08/23/2019 Make a Pitch for Radio 

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08/22/2019 Focus on the Presentation 

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08/21/2019 Aim High to Reach Decision Makers 

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08/20/2019 Leverage social networks to research buyers  

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08/19/2019 Each sales call is different  

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08/16/2019 When dealing with objections, express your gratitude  

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08/15/2019 Emphasize what you will ‘do’  

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08/14/2019 Talk less  

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08/13/2019 Always schedule a next meeting  

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08/12/2019 Ask follow-up questions  

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08/09/2019 Observe, record, and predict  

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08/08/2019 Share case studies  

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08/07/2019 It all comes down to discipline 

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08/06/2019 Planning phone sales calls  

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08/05/2019 Don't guess just to appear knowledgeable  

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08/02/2019 Is something holding you back?  

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08/01/2019 There is no one-size-fits-all solution  

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07/31/2019 Be punctual  

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07/30/2019 Use energy to get a voicemail returned  

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07/29/2019 Opinions count  

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07/26/2019 Have an open dialogue with your sales team  

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07/25/2019 Learn from the masters  

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07/24/2019 Never rush the sale or the customer  

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07/23/2019 Coaching adaptability  

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07/22/2019 Reinforcing the sales decision  

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07/19/2019 Conducting a daily review  

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07/18/2019 Building a network  

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07/17/2019 Ask one question at a time  

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07/16/2019 Your closing strategies  

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07/15/2019 Remain seated  

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07/12/2019 Offer a choice of day and time when setting an appointment  

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07/11/2019 Spotting negative patterns – and derailing them  

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07/10/2019 Know what you're willing to concede 

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07/09/2019 Handle rejection gracefully  

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07/08/2019 Always research sales prospects  

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07/03/2019 When in a slump, do something else you're good at  

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07/02/2019 Relinquishing control  

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07/01/2019 Every prospect is different  

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06/28/2019 The power of the pause  

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06/27/2019 Identify where you are and what you need  

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06/26/2019 Successful salespeople stay balanced  

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06/25/2019 Jekyll and Hyde  

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06/24/2019 How to engage the decumulation generation 

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06/24/2019 Preempt your top two sales objections  

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06/21/2019 Ask for next steps  

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06/20/2019 Make rapport-building phone calls  

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06/19/2019 Confidence is heard  

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06/18/2019 Use success stories to train and motivate  

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06/17/2019 Walk away if necessary  

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06/14/2019 Assess your sales team 

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06/13/2019 Help out  

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06/12/2019 Get your daily dosage of fear, pain, and discomfort  

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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  

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01/10/2019 Get some face time  

View
01/09/2019 Abide by the Golden Rule  

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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 

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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  

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05/10/2017 Sharing success stories with new hires  

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05/09/2017 Characteristics of a sales leader 

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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  

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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  

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11/10/2016 Setting the stage in a negotiation  

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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  

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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  

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10/10/2016 Abide by the Golden Rule  

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10/07/2016 What is your mailing address? 

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10/06/2016 Demonstrate credibility 

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10/05/2016 Commercial time stretch 

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10/04/2016 Look down the line  

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10/03/2016 Who gets past gatekeepers?  

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09/30/2016 The two most powerful words 

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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  

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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  

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08/25/2016 Asking the right questions 

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08/24/2016 The power of the pause  

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08/23/2016 Selling to inexperienced buyers 

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08/22/2016 When you're at your best  

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08/19/2016 Identifying the real objection  

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08/18/2016 Asking for the sale 

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08/16/2016 Union sponsorships build revenues  

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08/15/2016 The post-sale 'check-up'  

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08/12/2016 The power of the elevator speech 

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08/11/2016 Overcoming 'sales inertia'  

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08/10/2016 One question that can make you more memorable 

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08/09/2016 Fall is a time for Job Fairs at the mall  

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08/08/2016 Is there a single, 'right' way to sell?  

View
08/05/2016 'I don't have time to talk right now'  

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08/04/2016 Preparing for the sales call 

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08/03/2016 The early bird gets the sponsorship 

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08/02/2016 You are always on stage  

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08/01/2016 Timing is everything  

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07/29/2016 Master the critical skills 

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07/28/2016 Don't limit your choices  

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07/27/2016 Engage, don't evade the gatekeeper  

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07/26/2016 Umbrella questions  

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07/25/2016 Plan your territories  

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07/22/2016 What are your annual sales? 

View
07/21/2016 Add value, not cost  

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07/20/2016 Ask for next steps  

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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  

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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  

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07/01/2016 Being on time  

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06/30/2016 Ask for a specific time to meet  

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06/29/2016 Keep the pipeline full  

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06/28/2016 Trust builders 

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06/27/2016 Getting the prospect to open up  

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06/24/2016 Don't overlook anyone  

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06/23/2016 Build on your relationships  

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06/22/2016 The team sale  

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06/21/2016 Simplify and specialize value  

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06/20/2016 Make your questions count  

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06/17/2016 Give great support to your staff  

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06/16/2016 Summer is a great time to prospect  

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06/15/2016 For your bridal events, attorneys are a good fit  

View
06/14/2016 When on a sales phone call...  

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06/13/2016 Winning is fun. Celebrate it!  

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06/10/2016 Be self-effacing in an authentic way  

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06/09/2016 Finishing ahead of schedule  

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06/08/2016 Selling to the right person  

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06/07/2016 Call or show up on time  

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06/06/2016 Getting feedback from former customers  

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06/02/2016 Selling vertically, not horizontally  

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06/01/2016 The trial close  

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05/31/2016 More NTR prospects mean more options  

View
05/27/2016 Cushion your schedule  

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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  

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05/19/2016 Trusting your intuition  

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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 

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05/27/2015 Misery loves company? 

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05/26/2015 Local money from national names  

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05/22/2015 Customer service: Say it and mean it 

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05/21/2015 Asking the right questions 

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05/20/2015 Aggressive vs. assertive behavior  

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05/19/2015 Be flexible  

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05/18/2015 Have a focused game plan  

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05/15/2015 What's up, doc?  

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05/14/2015 Selling to inexperienced buyers 

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05/13/2015 Just ASK the question 

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05/12/2015 When you're at your best  

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05/11/2015 Getting the most out of 'added value'  

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05/08/2015 5 steps to help your advertisers track metrics  

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05/07/2015 4 lessons from a failed sales call 

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05/06/2015 Sending business articles  

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05/05/2015 Simplify and specialize value  

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05/04/2015 Focusing on the prospect  

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05/01/2015 Keep presentations to 18 minutes max  

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04/30/2015 Identifying the real objection  

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04/29/2015 Your opening statement  

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04/28/2015 Countering the 'Now is not a good time' response 

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04/27/2015 Treat 'em right  

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04/24/2015 Programmatic requires relationships  

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04/23/2015 Asking for the sale 

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04/22/2015 Being there when needed  

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04/21/2015 There's more than one way...  

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04/20/2015 Turning failure into success 

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04/17/2015 Attribution  

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04/16/2015 The canceled appointment  

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04/15/2015 The post-sale 'check-up'  

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04/14/2015 Overcoming 'sales inertia'  

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04/13/2015 Get to know them first  

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04/10/2015 Overheard at last month's Borrell Conference  

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04/09/2015 Don’t try to ‘wing it’ 

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04/08/2015 Don't be late  

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04/06/2015 'Tis the season ... for beverage promotions! 

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04/03/2015 Increasing digital revenues 

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04/02/2015 What is an objection, anyway? 

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04/01/2015 A checklist of best practices 

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03/31/2015 Commercial specifics get results 

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03/30/2015 Never give up! 

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03/27/2015 Mail sorting can teach us how to present 

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03/26/2015 Helping your client look good 

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03/25/2015 Is there a single, ‘right’ way to sell? 

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03/24/2015 Keeping it positive 

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03/23/2015 Sponsorship development requires persistence 

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03/20/2015 Pop Quiz: What is an MAU? 

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03/19/2015 'I don’t have time to talk right now' 

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03/18/2015 Using fear to your advantage 

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03/17/2015 You are always on stage 

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03/16/2015 Service professionals dig digital advertising 

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03/13/2015 Quit selling spots, sell audience 

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03/12/2015 The question of price 

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03/10/2015 Preparing for the sales call 

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03/09/2015 Do your “PRE-Search” 

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03/06/2015 Wow, I see them everywhere 

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03/05/2015 Master the critical skills 

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03/04/2015 Don’t limit your choices 

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03/03/2015 Sell-Out Events 

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02/27/2015 Don’t throw water on this idea 

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02/26/2015 Umbrella questions  

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02/25/2015 Plan your territories 

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02/24/2015 Disagreeing and diffusing 

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02/20/2015 This is not spam, it’s SPAM 

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02/19/2015 Add value, not cost 

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02/18/2015 Watch your time with presentations 

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02/17/2015 The ‘Third-Party Selling’ technique 

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02/16/2015 Mirror, Mirror… 

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02/13/2015 4 marketing lessons from Dr. Seuss 

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02/12/2015 Live to fight another day 

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02/11/2015 No creative department? No problem! 

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02/10/2015 Bigger is not always better 

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02/09/2015 Rescuing wounded deals 

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02/06/2015 Trickery is for magicians, not sales pros 

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02/05/2015 How to use reason in your commercials 

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02/04/2015 What to do when your point person leaves 

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02/03/2015 The early bird gets the revenue  

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02/02/2015 The two biggest mistakes 

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01/30/2015 Uncanny Valley 

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01/29/2015 Don’t aim too high with cold calls 

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01/28/2015 Trust builders 

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01/27/2015 When the customer says yes, then does nothing 

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01/26/2015 I’ll tell you what I want…what I really, really want 

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01/23/2015 Can you serve an ad too often? 

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01/22/2015 People love a good story 

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01/21/2015 Don’t be bullied 

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01/20/2015 Start planning your Dairy Month campaigns now 

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01/19/2015 Treat prospecting like an appointment 

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01/16/2015 Don’t underestimate and don’t let advertisers overestimate  

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01/15/2015 Taking personal accountability 

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01/14/2015 2 seconds of silence 

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01/13/2015 Finding the right sales mentor 

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01/12/2015 Don’t overlook anyone 

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01/09/2015 Know your ‘peak’ time 

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01/08/2015 Identifying the real objection 

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01/06/2015 5 leadership actions to kick-start the new year 

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01/05/2015 Only 55 selling days till Frozen Food Month 

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11/21/2014 I tried digital once and it didn't work  

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The shorter the better  

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The higher authority close 

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Analyzing ‘winning’ sales 

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What’s hot (video) and what’s not (banner ads) 

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Like a job interview 

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Your voice 

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Surrounding yourself with success 

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Sticking to it 

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Is there such a thing as too much targeting? 

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Do not interrupt 

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Using your time wisely 

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Determinants of Campaign Success 

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Hotels catering to a new breed of travel companion 

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Planning Ahead 

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Ford co-op and digital 

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Prospect during off-peak hours 

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Make objections work for you 

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Understanding Each Prospect’s Buyers 

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Get everyone involved 

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Best place for client meetings 

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An easy way to secure testimonials 

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Broadcast branding -- part II 

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Broadcast branding -- part I 

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The hospitality component 

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How you look to advertisers 

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The most profitable sale 

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Going above and beyond 

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Getting the customer involved 

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The team sale 

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Live it, love it, sell it! 

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The value of role-playing 

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Don’t try to fool somebody 

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Demonstrating credibility 

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When is the last time you looked? 

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Private Label brands offer a great promotional opportunity 

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Why sales don’t go through 

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Your voice 

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Ask, listen and speak 

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Popeyes Chicken is “Tear’n Up” monthly sales promotions  

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Let clients help create digital ad campaigns 

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Getting feedback from former customers 

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Referral mistakes to avoid 

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It’s radio, so write for the ear 

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Handling an NTR objection 

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Diagnose before you prescribe 

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One-size-fits-all coaching 

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Are you ‘hearing’ your customers? 

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Adding value 

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Word of mouth is the best advertising, and radio is the best word of mouth 

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Use J-school students to create hyperLocal content 

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Focus your prospecting 

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Thinking strategically 

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Just do something 

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Story time 

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‘Let’s do this’ 

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Making sure your team has the tools to succeed 

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Wow, I see them everywhere 

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Practice creative procrastination 

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Create positive emotional experiences 

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Salespeople need to be great at closing 

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Know why you are calling 

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Living with problems 

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The needs of manufacturers 

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Missed opportunity 

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Remember who you're talking to 

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Practice makes perfect 

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Closing too quickly 

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Campaign strategies backed by your whole station 

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Customize the package 

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Questions are the answer 

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Remember to follow up 

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Social media making moves from PR to advertising 

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Don’t confuse being busy with being productive 

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Trial closing  

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Avoid the ‘drop-in’ call 

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Now, here’s an idea to get an appointment 

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When negotiating, be patient 

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Find your ‘bell cow’ 

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The six P’s of sales performance 

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Transactional business will not get you to where you want to be 

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Be the market insider 

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It's how you say it  

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Follow a leader 

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In time for the holidays 

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Under-trained and mismanaged 

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Uncovering the real reason 

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Managing the sales call 

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Don’t talk yourself out of a sale 

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Why so many questions in headlines? 

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Things to consider when working with non-traditional clients 

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Get something in return 

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Give ‘em a choice 

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Unique remote vehicle graphic creates unique sales opportunities 

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Just be yourself 

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43 percent of small businesses don't want to grow  

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Sponsor responsibly 

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The sales funnel 

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Manipulation or persuasion? 

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Are your advertisers living for the quarter? Worse yet, payroll to payroll? 

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Get The Appointment 

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First quarter sales leads 

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A New Year’s resolution 

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Selling future benefits 

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‘I specialize in the impossible’ 

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Sweepstakes, contests, and…no lotteries 

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Increase your pre-call, pre-meeting research 

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Watch what you say 

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‘I noticed mistakes about your business in several online directories’ 

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Competing against yourself 

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Express your true intent 

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Sometimes it pays to ‘think small’ 

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A holiday partnership 

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Have a good attitude, no matter what  

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There’s a new buzzword in selling advertising 

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Is Anybody Listening?  

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There is no one-size-fits-all solution  

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