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Creating Presentations with a Singular Focus
Singular Focus. It’s a concept we discuss with advertisers who want to “laundry list” everything they offer in their creative, resulting in a less...
A Good Soldier
I first wrote this in 2009 as the country was just emerging from the depths of the Great Recession. Although the pandemic has been vastly different,...
Your Voice Matters
With all the pressures of late—the long tail of the pandemic, advertiser fits and starts, new office structures, team dynamics including recruitment...
Co-Worker Teaching Moments
As we start bringing our teams back to the office, here are some thoughts to consider. During this lengthy pandemic selling situation, I have...
Don’t Talk Your Way Out of a Sale
When I was seven years old, I watched an encyclopedia salesperson turn a guaranteed “yes” into an emphatic “NO!” (For non-boomers reading this, an...
Don’t Let Bad Thoughts Linger
“Every adversity, every failure, and every heartache carries with it the seed of an equivalent or a greater benefit.” -Napoleon Hill (author of...
I’d Like Your Advice…
You’ve just finished a sales meeting in which you made a significant change to the format, or delivered a recap to your General Manager or boss. You...
Why I Don’t Ask for a Meeting on a Cold Call
I’m a sales training junkie. Every year, I set aside a fund from my income to buy sales books, videos, and online courses. In the past, I’ve gladly...
Real-life Reputation Management Story
Are your clients concerned about their online reviews—or lack of them? If not, they should be. Key statistics from the 2020 Local Consumer Review...
Ready to Sell Face-to-Face Again?
As things begin to open up in many places, more and more sellers will be heading back to the office and back out on in-person calls. Many have not...
The BEST Time to Cold Call
What is the best time for sellers to make outbound sales calls? CRM company Salesmate analyzed 12,480 sales phone calls—they say Wednesday is the...
The Virtual Ride-a-Long
When diagnosis and presentation calls were mostly done in-person, our consultants and your sales leaders would ride in the car to and from...
“The Great Resignation”
According to recent surveys, anywhere from 25% to 40% of workers are thinking about quitting their jobs. It’s what economists are calling “The Great...
OTT, CTV, VOD …
OTT. It’s the acronym our sellers love to use to show we’re “with the times,” whether the seller fully understands the platform or advertiser...
2 Mistakes that can Kill a Campaign … and Solutions
I love our business. I’ve dedicated my career to helping local advertisers earn better results. So it bothers me when I see sellers make easily...
PUTDP (Pick Up The Damn Phone) – Part Three – You Never Know
When your sellers cold call a prospect and get voice mail, do they leave a message? Many sellers don’t, because… “Nobody listens to voice mail...
PUTDP (Pick Up The Damn Phone!) – Part Two
Here’s a quick exercise for a sales meeting. Poll your team and ask them, “After your last presentation in which you DID NOT get a final answer, was...
PUTDP (Pick up the Damn Phone!) – Part One
At JDA.media, we’ve been discussing the book, Virtual Selling, by Jeb Blount. He’s written a powerful guide highlighting virtual selling tools such...
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