Customer Appreciation
In 2008, I was a General Sales Manager at a large market broadcast affiliate. And I distinctly remember feeling the weight of my world—a local...
Preparing for the Pivot
I don’t know about you, but this coronavirus crisis has lost its novelty for me. This is the longest time I’ve not been on an airplane in 30 years....
Thoughts from Self-Quarantine
When this is all done, I hope the leaders of our industry take a moment for self-congratulation. You have effectively balanced your responsibility...
COVID Compensation – Pay Now or Pay Later
By Angela Betasso, President, and Jim Stoos, Senior Marketing Consultant. We don’t believe anyone could have...
The Coronavirus Crisis: Some Longer Term Thinking
By Jim Doyle and Angela Betasso. As the news stories continue to outline a world very different from what...
What a week!
I've been around our business for a lot of years. I’ve experienced downturns, gas shortages, the Great...
One Critical Answer
Here’s the scene. It happens hundreds of times each week in your market. And, in every market. An account...
Do you have a recruiting budget?
As our CEO, Angela Betasso, and I were planning our January Sales Manager’s Boot Camp, she made a great...
Are we losing business through stupid mistakes?
It’s called a service breakdown. That’s when some piece of the customer experience gets screwed up and the...
An OTT Reality Check
There’s little debate that OTT will be a big part of our business going forward. As money follows eyeballs, having those solutions will likely be...
Your Answer To This Question Is Critical
Here’s the scene. It happens hundreds of times each week in your market. And, in every market. An account executive meets a client for the first...
Are we having fun yet?
At 26, I was a baby sales manager. I knew most of my sales staff before I joined the station because they had all been to training sessions I had...
Saban vs. Dabo? Are they really that different?
Before I launch into this week’s article, I want to send my best wishes to all of you for a wonderful Thanksgiving. Working in our business provides...
Recruiting in a full employment market
There's an old definition that says, "Insanity is doing the same thing over and over and expecting different results.” I think “doing the same thing...
The bandwidth issue
When I was a sales superstar, I sold and managed one NBC station. Before that, I remember debating whether one salesperson could effectively sell...
What’s your plan for 2021?
I know the leaders who read this pretty well. Many of you are my friends and our clients. So, I can feel the reaction to my writing a headline about...
Finding and Keeping Great AE’s – Your Culture is Your Number 1 Recruiting Tool
I have believed in the importance of culture as a recruiting tool for a long time. You'd believe it, too, if you’d been to as many markets and seen...
Changing The Way We Do New Business
“It’s like trying to change the engines on the plane while it’s flying at 30,000 feet.” That line speaks to the enormity of making rapid...
Thoughts from the road
For the last month or more, I’ve been on the summer tour of TV markets. No T-shirts to sell, but I’ve had a blast, and had time for lots of great...
The hidden consequence of our recruiting challenges
It’s the biggest issue we face. The increasingly difficult challenge of attracting great people. It’s top of mind for every sales leader I’ve spoken...
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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