A Case for Hiring Older Workers
What’s the biggest predictor of success? If you said past success you’re on the right track. Past behavior is the best predictor of future behavior....
Attrition vs Abundance
“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...
Engage the Nay-Sayers
Do you have any “nay-sayers” on your sales team? You know, the cynic, worry-wart, gloomy Gus wet blankets on your staff who revel in finding the...
Exceptional Execution
You’ve set the foundation for a sound plan to ensure achievement of this year's budget; a plan that will include tactics, milestone markers, goals,...
2 Ears, 1 Mouth
When someone on your team comes to you with a request, advice, or maybe just wanting an ear, do you listen to them or do you jump right in and give...
4 Tips for Retaining Top Talent
Like you, I am hearing of too many talented sellers in our industry considering a job change. And while leaders won’t be able to stop all the...
Time Blocking
Ever find yourself sitting at your desk late into the evening, looking at the five things still left on your calendar that you’d planned to get...
Avoid Business Judgement Vacuums
Two weeks ago, I made a poor business judgment decision, one out of character. Since then, I’ve thought about it quite a bit—how I might learn from...
“Why Should I Work with You?”
It’s a staple of the JDA.media teaching philosophy—the diagnosis call is about uncovering a prospect’s needs and determining if your products can...
Rehearse, Rehearse, Rehearse!
Imagine a Grammy Award-winning artist composing the next great song. It’s a complex number filled with overlapping harmonies and an amazing hook...
Keys to Effective Offsite Meetings
Having been a media seller, an NSM, LSM, DOS, and even GM in various stages of my career, I’ve been involved in a lot of offsite planning meetings....
Stop “Sticker Shock”
Anyone who’s ever been in sales has most likely encountered the prospect who was shocked at the investment number during the presentation close. To...
4 Ways to Grow from Stress
As we continue in this period of transition post-pandemic, many things remain in flux. Returning to the office? RTO put on hold? Already in the...
Ask the Right Questions Differently
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...
4 Things I’ve Learned from 18 Months on the Street
In 2019, after nine years as a JDA Senior Marketing Consultant, I rejoined iHeartMedia in a Senior Account Executive role. This meant using...
How to Make Money from The Great Resignation
Have you noticed an increase of “Congratulate Ellen on her new job” announcements on LinkedIn? It’s not your imagination. It's The Great...
Creating Presentations with a Singular Focus
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...
A Good Soldier
I first wrote this in 2009 as the country was just emerging from the depths of the Great Recession. Although the pandemic has been vastly different,...
Your Voice Matters
With all the pressures of late—the long tail of the pandemic, advertiser fits and starts, new office structures, team dynamics including recruitment...
Co-Worker Teaching Moments
As we start bringing our teams back to the office, here are some thoughts to consider. During this lengthy pandemic selling situation, I have...
We’re having lots of conversations with senior leaders about subjects like this. If we can be a sounding board for you or your company during this time, please reach out.
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JDA.media
7711 Holiday Dr.
Sarasota, FL 34231