I like having smart friends - the kind of person whom I learn from every time I sit with them. One of my smart friends is Jim Stoos, a Senior...

I want you to try an experiment. Walk into your next sales meeting and ask your account executives the following:    - What do you say on...

I’ve been out working with a whole bunch of stations these last two months. We’re on-boarding all of our new partner stations for our UPGRADE...

There’s a scientific theory called Occam’s Razor. It essentially states that "simpler solutions are more likely to be correct than complex ones.”...

Bob is a fabulous AE who's the full package. He manages a big book of business. Leads the team in new business development. Loves digital.If you had...

I’ve been traveling a lot and have seminars scheduled for 5 of the next 6 weeks. That’s more than ever, as we on-board a whole bunch of new stations...

I’m practicing a small act of rebellion. No marches or protest signs (or ugly posts on Facebook), but rebellion none-the-less. I have stopped using...

Two seemingly random thoughts are on my mind this week. The first is an article I read that reminded me of something we've all seen before. It’s the...

Will 50% of AE jobs be gone in 5 years? That was the basis of an article last month on Mediapost.com. And, as you can imagine, more than a few AE’s...

Your station probably has only 25-30 accounts that meet two criteria:           #1 – Their spending...

Most of us have just about finished the arduous task of submitting our revenue plan (or revenue guess) for 2019. Now what? I think that the next few...

 I love the Red Sox. It’s one of my few sport passions. So, obviously, this season and the World Series were pretty exciting for me. In one of...

In our last post, “Be afraid, be very afraid,” I wrote about my fears for the next 12-18 months in the car business. I suggested specific steps to...

I lived in Rochester, New York, when Kodak, the company that actually invented digital photography, failed to embrace it. That single mistake doomed...

Last week, I had the privilege of speaking at the meeting of the Independent Television Group. The members are owners and C-suite folks from...

Two weeks ago, this column featured an article about engaged leadership. Leaders who aren’t letting the business just happen to them but are highly...

Jim's note:  I originally wrote this in the spring of 2010. That was still in the middle of the Great Recession in Florida. Today, I feel even...

This week’s news about a class action lawsuit for price fixing on advertising prices against 6 of the largest TV groups is just about the biggest...

In the next two months, at least two major broadcast groups will introduce their OTT solutions, and more will be coming quickly. In Sarasota, where...

When was the last time you sat down with a client? I’m writing this after just spending time with a Group VP whom I respect and like. He told me...