by Jim Doyle | May 22, 2017 | Prime Time
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 the client over to production. A producer puts together a commercial that looks like every other lawyer in town. You’ve...
by Jim Doyle | May 8, 2017 | Prime Time
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 how the business of auto sales has changed. In both cases, the salespeople who sold us our cars were first-rate. They...
by Jim Doyle | Apr 24, 2017 | Prime Time
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 absolute certainty that almost all of your AE’s have little desire to move into management. That’s probably exactly the...
by Jim Doyle | Apr 3, 2017 | Prime Time
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 people, and we may not be the prettiest girl at the dance for many younger people who could be great at our business. But I...
by Jim Doyle | Mar 20, 2017 | Prime Time
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 easel while painting. He said, “Most artists do that. You have to be able to back away from the painting in order to get...
by Jim Doyle | Mar 6, 2017 | Prime Time
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 challenges that leaders face when they ascend to C-level positions. The tease on the email announcing the study grabbed me: A...
