by Angela Betasso | Feb 8, 2023 | Prime Time
I believe front-line leaders are key to a station’s productivity, culture, and success … and their role’s value cannot be overstated. LSMs and DSMs, our own front-line managers, are the ones who ‘make it happen’—communicating between upper management and...
by John Hillary | Jan 10, 2023 | Prime Time
A significant portion of an account executive’s job is dealing with situations that are inherently uncomfortable: discussing a client’s budget, consistently calling to follow up with prospects, and dealing with the silence that often comes after asking for the order....
by Tom Ray | Nov 30, 2022 | Prime Time
What type of manager are you? Conservative, stay-the-course, if it ain’t broke don’t fix it? Are you a Dr. No—meeting all of your team’s suggestions and new ideas with “No”? Or are you daring, open to improvisation, have backup plans, take advantage of tech...
by Margie Chilson | Oct 17, 2022 | Prime Time
Most sellers love to interact and share. Whether it’s a personal win, a creative idea, a prospecting strategy, or a struggle they need help with … most successful sales teams encourage sharing and are eager to support one another. And it’s a sign of a strong...
by John Hillary | Oct 4, 2022 | Prime Time
Here’s a tip for media sellers to remember before presenting their next marketing strategy. One of the most effective responses to a complex or difficult question is often … a question. We’ve all been guilty of losing sales because we blurt out answers to customer...
