by John Hillary | Nov 17, 2021 | Prime Time
It’s not always easy to get the answers we want during our diagnosis call. Whether the client doesn’t feel comfortable initially, we didn’t ask the question properly, or they simply haven’t thought about their business thoroughly enough, we sometimes hit a roadblock...
by John Hillary | Oct 26, 2021 | Prime Time
Singular Focus. It’s a concept we discuss with advertisers who want to “laundry list” everything they offer in their creative, resulting in a less effective overall message. Well, advertisers aren’t the only ones who can benefit from the concept of singular focus!...
by John Hillary | Aug 25, 2021 | Prime Time
As things begin to open up in many places, more and more sellers will be heading back to the office and back out on in-person calls. Many have not sold face-to-face in more than 15 months, and some may have never done it, having been hired during the Pandemic. Now is...
by John Hillary | Jul 28, 2021 | Prime Time
OTT. It’s the acronym our sellers love to use to show we’re “with the times,” whether the seller fully understands the platform or advertiser opportunities. When we ask sellers to explain the difference between their OTT offerings and a competitor, it can get murky,...
by John Hillary | Jul 7, 2021 | Prime Time
Here’s a quick exercise for a sales meeting. Poll your team and ask them, “After your last presentation in which you DID NOT get a final answer, was your first follow-up done via phone or email? And be honest.” If there are ten people on your staff, I’d put strong...
Margie Chilson is a Senior Marketing Consultant for JDA.media.