Will 50% of AE jobs be gone in 5 years? That was the basis of an article last month on Mediapost.com. And, as you can imagine, more than a few AE’s...

Your station probably has only 25-30 accounts that meet two criteria:           #1 – Their spending...

Most of us have just about finished the arduous task of submitting our revenue plan (or revenue guess) for 2019. Now what? I think that the next few...

 I love the Red Sox. It’s one of my few sport passions. So, obviously, this season and the World Series were pretty exciting for me. In one of...

In our last post, “Be afraid, be very afraid,” I wrote about my fears for the next 12-18 months in the car business. I suggested specific steps to...

I lived in Rochester, New York, when Kodak, the company that actually invented digital photography, failed to embrace it. That single mistake doomed...

Last week, I had the privilege of speaking at the meeting of the Independent Television Group. The members are owners and C-suite folks from...

Two weeks ago, this column featured an article about engaged leadership. Leaders who aren’t letting the business just happen to them but are highly...

Jim's note:  I originally wrote this in the spring of 2010. That was still in the middle of the Great Recession in Florida. Today, I feel even...

This week’s news about a class action lawsuit for price fixing on advertising prices against 6 of the largest TV groups is just about the biggest...

In the next two months, at least two major broadcast groups will introduce their OTT solutions, and more will be coming quickly. In Sarasota, where...

When was the last time you sat down with a client? I’m writing this after just spending time with a Group VP whom I respect and like. He told me...

  “The best way to predict the future is to create it.” That’s a famous line written by the immortal Peter Drucker, who probably had more...

Every single one of us is focused on new business. And we should be. For the last few years, I've been saying that new business will be the way...

Here’s something that’s a little scary. If you’re a sales leader, the most important hour of your week is your sales meeting. Having your entire...

If there’s one thing every single one of us—managers, sellers, corporate, and those of us who serve you—will be judged on in the next few years, it...

Many years ago, I ran a contest inviting sales managers to share their worst hiring nightmare. I had a couple of my own, but it turns out mine...

“We are always moving in the direction of the things we think about most.” Years ago, when I picked up Denis Waitley’s book, The Psychology of...