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From Pajamas to Professional
The Idea: The pandemic, and now the talent wars, have shifted work attire and expectations, resulting in more relaxed workwear. Yet the concept and...
Your Intended CX
What: CX, or Customer Experience, is the sum of all the interactions between an advertiser and you, from the moment of initial engagement to the...
Sales Stardom Predictor
What would you say is the best predictor of sales stardom… Drive Confidence Resilience Empathy Optimism Research shows the answer is #5. Knowing...
The Sky is the Limit
Next time a persistent telemarketer gets you on the phone, instead of feeling annoyed ... start a conversation. You could be talking to your next...
Speed Matters
How persuasive is speed when a consumer is deciding where to make a purchase? Turns out… very… Jay Baer, one of my favorite marketing gurus,...
Steps to Simplify Your Digital Sales Process
A confused buyer buys nothing. As leaders, we must constantly be on the lookout for confusing messages, complicated positioning and the like—this is...
A Killer Question
It was the end of an extended chase. In early 2021, a longtime client underwent a management change and the new marketing director canceled...
Focus on Front-line Leaders
I believe front-line leaders are key to a station’s productivity, culture, and success ... and their role’s value cannot be overstated. LSMs and...
A Recession “Perspective”
The sky is falling, the sky is falling. If you have a ‘chicken little’ seller or client who thinks that the world is going to collapse due to a...
Being Comfortable in the Uncomfortable
A significant portion of an account executive’s job is dealing with situations that are inherently uncomfortable: discussing a client’s budget,...
Self-SWOT Analysis
Have you ever done a SWOT analysis on YOURSELF? Typically, SWOTS—strengths, weaknesses (internal), opportunities, threats (external)—are done for...
Are you Dr. No or James Bond?
What type of manager are you? Conservative, stay-the-course, if it ain’t broke don’t fix it? Are you a Dr. No—meeting all of your team’s suggestions...
6 Great Onboarding Practices
Your new hire impressed you enough to invite them to join your team. Now, it’s your turn to reinforce their smart decision. And that starts before...
The Hot Seat
Most sellers love to interact and share. Whether it’s a personal win, a creative idea, a prospecting strategy, or a struggle they need help with ......
The Best Answer … Ask a Question
Here’s a tip for media sellers to remember before presenting their next marketing strategy. One of the most effective responses to a complex or...
Be the Leader People Would Follow
Along with over 4 million others on LinkedIn, I follow “Leadership First” to get uplifting messages and daily reminders of what it takes to be a...
Doing a “Tone Review”
When it comes to closing, how we speak is often more important than what we say. Before every presentation, I ask myself, “What’s my tone for this...
All Hat; No Cattle
What would you do in this scenario? You’ve got a new seller on your team. They’re gung-ho to close new business. On one of their reach outs, they...
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