by Pat Norris | Aug 9, 2022 | Prime Time
I have watched hundreds of sellers and sales managers ask for money and have asked for a lot of it myself. And through the years, I have become convinced that the art of closing—securing new local revenue—has nothing to do with the facts we present. Rather, it’s about...
by Pat Norris | Dec 28, 2021 | Prime Time
It’s a staple of the JDA.media teaching philosophy—the diagnosis call is about uncovering a prospect’s needs and determining if your products can help them grow their business. It is not about selling your station or package. How that works to engage a prospect and...
by Tom Ray | Dec 21, 2021 | Prime Time
Imagine a Grammy Award-winning artist composing the next great song. It’s a complex number filled with overlapping harmonies and an amazing hook that is sure to be a hit. How many times do you think it will be rehearsed before it’s ever performed in front of a live...
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...