by Jim Doyle | Aug 14, 2017 | Prime Time
I think we are inadvertently shooting our new business efforts in the foot by making the purchase decision more confusing. The result? Closing percentages on new biz that are way too low. How have we complicated the effort with new clients? By adding too many...
by Jim Doyle | Jul 31, 2017 | Prime Time
The outside speakers we bring in for our Sales Manager’s High Performance Boot Camp frequently say things that become a theme for the year. That was certainly true the year Giovanni Livera closed his presentation by saying, “No change… no change.” It was his way of...
by Jim Doyle | Jul 17, 2017 | Prime Time
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 spending huge amounts of money on some initiative or program. They think they’re doing the right thing, but at the station...
by Jim Doyle | Jul 5, 2017 | Prime Time
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 different companies. All three are names most of the folks reading this would recognize. One day, I asked him how the three...
by Jim Doyle | Jun 19, 2017 | Prime Time
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 plan. Let me set the stage for this conversation. Almost every station pays a higher commission for new business....
by Jim Doyle | Jun 5, 2017 | Prime Time
“Great companies don’t hire skilled people and motivate them, they hire already motivated people and inspire them.” -Simon Simek, Start with Why: How Great Leaders Inspire Everyone To Take Action People who find out I do speeches as part of my work always ask, “Are...
