by Holly Allen | Dec 15, 2021 | Prime Time
Having been a media seller, an NSM, LSM, DOS, and even GM in various stages of my career, I’ve been involved in a lot of offsite planning meetings. Some were valuable and others were just the same old sales meeting in a different location. It all depends on the...
by Pat Norris | Dec 8, 2021 | Prime Time
Anyone who’s ever been in sales has most likely encountered the prospect who was shocked at the investment number during the presentation close. To reduce this “fear factor,” I recommend covering the potential “ask” number during the diagnosis call. This way, during...
by Billie Adkins | Dec 1, 2021 | Prime Time
As we continue in this period of transition post-pandemic, many things remain in flux. Returning to the office? RTO put on hold? Already in the office but having trouble staying on task and remaining motivated? Not sure how to handle meetings—how many is too many?...
by John Hillary | Nov 17, 2021 | Prime Time
It’s not always easy to get the answers we want during our diagnosis call. Whether the client doesn’t feel comfortable initially, we didn’t ask the question properly, or they simply haven’t thought about their business thoroughly enough, we sometimes hit a roadblock...
by Phil Bernstein | Nov 11, 2021 | Prime Time
In 2019, after nine years as a JDA Senior Marketing Consultant, I rejoined iHeartMedia in a Senior Account Executive role. This meant using “prospecting muscles” for myself, not as a coach. Seeking out new business, cold calling, convincing busy customers to meet with...
by Phil Bernstein | Nov 3, 2021 | Prime Time
Have you noticed an increase of “Congratulate Ellen on her new job” announcements on LinkedIn? It’s not your imagination. It’s The Great Resignation. A year of COVID trauma, combined with a booming job market, has caused millions to re-examine their career...
