by Phil Bernstein | Jul 14, 2021 | Prime Time
When your sellers cold call a prospect and get voice mail, do they leave a message? Many sellers don’t, because… “Nobody listens to voice mail anymore.” “I’m no good at leaving messages.” “They never call back, so why bother?” I always leave a message. It doesn’t cost...
by John Hillary | Jul 7, 2021 | Prime Time
Here’s a quick exercise for a sales meeting. Poll your team and ask them, “After your last presentation in which you DID NOT get a final answer, was your first follow-up done via phone or email? And be honest.” If there are ten people on your staff, I’d put strong...
by Angela Betasso | Jun 4, 2021 | Prime Time
Do your sellers know how much they put in their pocket with every sale? Not too long ago, I was in a top-20 market when a seller excitedly told me they had just closed $80k with a digital solution. Doing the math in my head, I said, “So that means you just made...
by Angela Betasso | Jul 25, 2020 | Prime Time
What’s your favorite question? Do you have a ‘go to’ list of 2-3 questions for various scenarios? I’ve been thinking a bunch about asking questions lately. Questions that get to the heart of a matter. After all, it’s business review season, assessment season, budget...
by Angela Betasso | Apr 26, 2020 | Coronavirus Crisis, Prime Time
In 2008, I was a General Sales Manager at a large market broadcast affiliate. And I distinctly remember feeling the weight of my world—a local station and our digital platforms—heavy across my shoulders. As with many other companies during that difficult time, we...
