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...
“The Great Resignation”
According to recent surveys, anywhere from 25% to 40% of workers are thinking about quitting their jobs. It’s what economists are calling “The Great...
OTT, CTV, VOD …
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...
2 Mistakes that can Kill a Campaign … and Solutions
I love our business. I’ve dedicated my career to helping local advertisers earn better results. So it bothers me when I see sellers make easily...
PUTDP (Pick Up The Damn Phone) – Part Three – You Never Know
When your sellers cold call a prospect and get voice mail, do they leave a message? Many sellers don’t, because… “Nobody listens to voice mail...
PUTDP (Pick Up The Damn Phone!) – Part Two
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...
PUTDP (Pick up the Damn Phone!) – Part One
At JDA.media, we’ve been discussing the book, Virtual Selling, by Jeb Blount. He’s written a powerful guide highlighting virtual selling tools such...
Double Rainbow All the Way
When I’m dealing with a difficult situation, I need to focus my energy away from the negative to the positive. I have been leading sales teams for...
2 Ways to Flip Your Meeting Mindset
When you look at your calendar, specifically at meetings you’ve got that day with groups, individuals or clients ... do you ‘smile’ and feel ready...
Make New Business Fun
Prospecting new business is paramount to the success of stations, and it’s the job of leadership to ensure the team doesn’t let it get pushed aside...
Compensation Clarity
Do your sellers know how much they put in their pocket with every sale? Not too long ago, I was in a top-20 market when a seller excitedly told me...
3 AWESOME Presentation Openers
Presenting to clients can be a challenge, especially when we know that most clients feel they’re being “sold to” rather than being “consulted.” When...
Simplify the Complex
In the ongoing crusade to achieve higher closing ratios, I have recently focused even more on ways I can articulate the value of Digital to clients....
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.
Contact JDA.media
Feel free to reach out anytime.
JDA.media
7711 Holiday Dr.
Sarasota, FL 34231