At 26, I was a baby sales manager. I knew most of my sales staff before I joined the station because they had all been to training sessions I had...

Before I launch into this week’s article, I want to send my best wishes to all of you for a wonderful Thanksgiving. Working in our business provides...

There's an old definition that says, "Insanity is doing the same thing over and over and expecting different results.” I think “doing the same thing...

When I was a sales superstar, I sold and managed one NBC station. Before that, I remember debating whether one salesperson could effectively sell...

I know the leaders who read this pretty well. Many of you are my friends and our clients. So, I can feel the reaction to my writing a headline about...

I have believed in the importance of culture as a recruiting tool for a long time. You'd believe it, too, if you’d been to as many markets and seen...

  “It’s like trying to change the engines on the plane while it’s flying at 30,000 feet.” That line speaks to the enormity of making rapid...

For the last month or more, I’ve been on the summer tour of TV markets. No T-shirts to sell, but I’ve had a blast, and had time for lots of great...

It’s the biggest issue we face. The increasingly difficult challenge of attracting great people. It’s top of mind for every sales leader I’ve spoken...

 I like having smart friends - the kind of person whom I learn from every time I sit with them. One of my smart friends is Jim Stoos, a Senior...

I want you to try an experiment. Walk into your next sales meeting and ask your account executives the following:    - What do you say on...

I’ve been out working with a whole bunch of stations these last two months. We’re on-boarding all of our new partner stations for our UPGRADE...

There’s a scientific theory called Occam’s Razor. It essentially states that "simpler solutions are more likely to be correct than complex ones.”...

Bob is a fabulous AE who's the full package. He manages a big book of business. Leads the team in new business development. Loves digital.If you had...

I’ve been traveling a lot and have seminars scheduled for 5 of the next 6 weeks. That’s more than ever, as we on-board a whole bunch of new stations...

I’m practicing a small act of rebellion. No marches or protest signs (or ugly posts on Facebook), but rebellion none-the-less. I have stopped using...

Two seemingly random thoughts are on my mind this week. The first is an article I read that reminded me of something we've all seen before. It’s the...