So often I see, up close, the huge disconnect between what the field thinks is going on and what corporate believes is going on. I see TV groups...

I know a TV General Manager, now retired, who during his career worked directly for three of the biggest group heads in the TV business at three...

This article is about a soapbox issue I’ve been focused on for much of the last year. It’s the glaring miss in your new business commission...

“Great companies don’t hire skilled people and motivate them, they hire already motivated people and inspire them.” -Simon Simek, Start with Why:...

Here’s a scenario we have all seen. One of your AE’s sells a big Digital/TV schedule to a Personal Injury Lawyer. That’s YAHOO time. Then we turn...

In the last six months, I’ve bought two cars. That’s highly unusual for me because I tend to keep cars a long time. But it gave me an insight into...

Our JDA team will make about 5000 sales calls this year in 80+ markets. We spend a lot of front seat time with AE’s! So, I can tell you with...

It’s getting harder and harder to find great people. It’s never been easy, but it sure is harder today. There’s a lot of competition for great...

Last week, Paula and I had dinner with an artist friend. He was giving us a tour of his studio and I asked him why he stood at his painting...

I ran across a research study from a while back that really made me think. It was prepared by the mega-consulting firm, McKinsey, about the...

I’ve just gotten off another conference call where the subject was Ford’s CPP’s and budget declines. Proof, yet again, that our transactional...

  Our first quarter challenges with national show us, once again, how important it is for our teams to become way, way better at new business...

  “Great companies don't hire skilled people and motivate them, they hire already motivated people and inspire them.” -Simon Sinek, Start with...

Sure… 2017 is going to be a challenging year.  No one who reads this will disagree with that. And yes, there are lots of factors that are...