by Leslie Sufficool-Malcom | Nov 11, 2022 | Prime Time
Your new hire impressed you enough to invite them to join your team. Now, it’s your turn to reinforce their smart decision. And that starts before day one with a strong onboarding process. Here are 6 practices I’ve found effective to up the WOW factor with new...
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 Angela Betasso | Jul 11, 2022 | Prime Time
What’s the biggest predictor of success? If you said past success you’re on the right track. Past behavior is the best predictor of future behavior. With that in mind, coupled with a need for good sellers—targeting second-career and/or younger boomers for open sales...
by Phil Bernstein | Jun 23, 2022 | Prime Time
“20% of your account list is going to disappear every year no matter how good you are. So you’ve got to be looking for new business every single day.” I was given that information by an experienced media salesperson when I was a rookie. I’ve never seen the 20% figure...
by Wendy Hosterman | Apr 26, 2022 | Prime Time
Like you, I am hearing of too many talented sellers in our industry considering a job change. And while leaders won’t be able to stop all the shifting, I do think there are things that can be done to Build Up Immunity and help stave off a big loss like a top seller. I...
