by Phil Bernstein | Jun 23, 2022 | Prime Time
“20% of your account list is going to disappear every year no matter how good you are. So you’ve got to be looking for new business every single day.” I was given that information by an experienced media salesperson when I was a rookie. I’ve never seen the 20% figure...
by Phil Bernstein | Nov 11, 2021 | Prime Time
In 2019, after nine years as a JDA Senior Marketing Consultant, I rejoined iHeartMedia in a Senior Account Executive role. This meant using “prospecting muscles” for myself, not as a coach. Seeking out new business, cold calling, convincing busy customers to meet with...
by Phil Bernstein | Nov 3, 2021 | Prime Time
Have you noticed an increase of “Congratulate Ellen on her new job” announcements on LinkedIn? It’s not your imagination. It’s The Great Resignation. A year of COVID trauma, combined with a booming job market, has caused millions to re-examine their career...
by Phil Bernstein | Sep 29, 2021 | Prime Time
When I was seven years old, I watched an encyclopedia salesperson turn a guaranteed “yes” into an emphatic “NO!” (For non-boomers reading this, an encyclopedia was kind of like Google, but in 25-volume book form.) My father wanted to buy a set of encyclopedias. The...
by Phil Bernstein | Sep 8, 2021 | Prime Time
I’m a sales training junkie. Every year, I set aside a fund from my income to buy sales books, videos, and online courses. In the past, I’ve gladly given my money to Dan Kennedy, Art Sobczak, Dan O’Day, and yes, I’ve paid to attend JDA.media’s Boot Camp. 🙂 On my sales...