
“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...
Don’t Talk Your Way Out of a Sale
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...
Don’t Let Bad Thoughts Linger
“Every adversity, every failure, and every heartache carries with it the seed of an equivalent or a greater benefit.” -Napoleon Hill (author of...
I’d Like Your Advice…
You’ve just finished a sales meeting in which you made a significant change to the format, or delivered a recap to your General Manager or boss. You...
Why I Don’t Ask for a Meeting on a Cold Call
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...
Real-life Reputation Management Story
Are your clients concerned about their online reviews—or lack of them? If not, they should be. Key statistics from the 2020 Local Consumer Review...
Ready to Sell Face-to-Face Again?
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...
The BEST Time to Cold Call
What is the best time for sellers to make outbound sales calls? CRM company Salesmate analyzed 12,480 sales phone calls—they say Wednesday is the...
The Virtual Ride-a-Long
When diagnosis and presentation calls were mostly done in-person, our consultants and your sales leaders would ride in the car to and from...
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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Feel free to reach out anytime.
JDA.media
7711 Holiday Dr.
Sarasota, FL 34231