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 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 Phil Bernstein | Sep 29, 2021 | Prime Time
When I was seven years old, I watched an encyclopedia salesperson turn a guaranteed “yes” into an emphatic “NO!” (For non-boomers reading this, an encyclopedia was kind of like Google, but in 25-volume book form.) My father wanted to buy a set of encyclopedias. The...