by John Hillary | Mar 22, 2023 | Prime Time
A confused buyer buys nothing. As leaders, we must constantly be on the lookout for confusing messages, complicated positioning and the like—this is especially true in the digital sales space, despite most of us selling many digital solutions for the last 20 years....
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...
by John Hillary | Oct 26, 2021 | Prime Time
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 effective overall message. Well, advertisers aren’t the only ones who can benefit from the concept of singular focus!...
by John Hillary | Jul 28, 2021 | Prime Time
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 opportunities. When we ask sellers to explain the difference between their OTT offerings and a competitor, it can get murky,...
