by Jim Doyle | Jan 20, 2020 | Prime Time
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 time. Early in the meeting, often in the first minute or so, the client asks a really common question: “What have you got...
by Jim Doyle | Dec 9, 2019 | Prime Time
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 conducted. So, they thought I’d be fun to work for. At first, I was anything but fun. I was the guy waiting by the door...
by Jim Doyle | Nov 25, 2019 | Prime Time
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 so much to be grateful for. Even as our business becomes more challenging, I doubt there are many of us who would...
by Jim Doyle | Nov 11, 2019 | Prime Time
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 over and over“ describes the way most sales leaders are recruiting in an environment that is totally...
by Jim Doyle | Oct 28, 2019 | Prime Time
When I was a sales superstar, I sold and managed one NBC station. Before that, I remember debating whether one salesperson could effectively sell both an AM and an FM radio station. “You can serve two masters,” I remember my boss saying. By 2015, then a partner in...
by Jim Doyle | Oct 14, 2019 | Prime Time
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 2021 before many of us have been to our budget meetings for 2020. You’re thinking I’m crazy!! I want you to spend time...
