by Pat Norris | Dec 8, 2021 | Prime Time
Anyone who’s ever been in sales has most likely encountered the prospect who was shocked at the investment number during the presentation close. To reduce this “fear factor,” I recommend covering the potential “ask” number during the diagnosis call. This way, during...
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 Tom Ray | Oct 21, 2021 | Prime Time
I first wrote this in 2009 as the country was just emerging from the depths of the Great Recession. Although the pandemic has been vastly different, we’re seeing many similarities in how people are handling this extended time of uncertainty. These types of conditions...
