Category: Sales
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Selling a bigger and better audience still differentiates newspaper versus radio, TV and cable
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Read more: Selling a bigger and better audience still differentiates newspaper versus radio, TV and cableI’ve had a subscription to Netflix for a couple years now. This monthly service has been used primarily by my wife and son, but even I’ve become a binge watcher this summer. The TV show Lost has been off the air since 2010, but it has been must see TV in my home this summer.
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Using comedy to create great advertising messages
Read more: Using comedy to create great advertising messagesFor whatever reason, I never watched a Seinfeld episode while the classic NBC comedy was new. I’m sure I’ve seen every episode now, thanks to syndication and specifically cable network TBS. Comedy in advertising is always risky, especially on a local level. National commercials have as big a production as a network sitcom, including comedy…
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Find the right sales team and the revenue will follow
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Read more: Find the right sales team and the revenue will followMost advertising directors will tell you that their primary job focus is hitting revenue targets. It’s hard to deny that is a very important element, but I might make a case that it is not the top priority. Certainly, I’m not diminishing the importance of exceeding goals. The stress I have in my work life…
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Creating a culture of learning and fun is key to long term sales success
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Read more: Creating a culture of learning and fun is key to long term sales successAs hard as I try, I just can’t avoid sports analogies when I talk about business. Since I’m such a big baseball fan, those metaphors tend to be based upon actions on the diamond. Every spring I head to Florida to catch some sun, a few beers and as many spring training baseball games I…
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Not all audits are painful. Auditing what rates you charge for advertising can be very revealing
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Read more: Not all audits are painful. Auditing what rates you charge for advertising can be very revealingTax season is upon us, with the April 15th deadline quickly approaching. One of the tasks at my household over the past few days has been gathering the necessary documentation so that we can visit our tax preparer in the coming days.
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A better understanding of your sales team means better sales performance for your company
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Read more: A better understanding of your sales team means better sales performance for your companyThere is a tradition in my house every February that dates back a few decades that signifies that spring is coming. It’s not Groundhog’s Day, but rather the Westminster Kennel Club championships from Madison Square Gardens in New York.
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It is time for newspaper publishers to again hold their head high and regain a little of the old swagger
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Read more: It is time for newspaper publishers to again hold their head high and regain a little of the old swaggerWhen I started selling advertising, for a radio station against newspapers, I found it easy to sell against newspaper reps. I worked harder and was more creative which gained the respect of accounts. There was no sense of entitlement in my eyes for the customer to get their business.
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Discussing the merits and opportunities available through the Small Business Saturday event November
Read more: Discussing the merits and opportunities available through the Small Business Saturday event NovemberI’ve spent part of my morning finalizing my plans to help promote Small Business Saturday. The annual program started by American Express to place focus on small mom and pop businesses the weekend of Thanksgiving is a great movement that more need to promote.
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Auto industry slowly starting to market more towards women consumers
Read more: Auto industry slowly starting to market more towards women consumersBusiness guru Tom Peters has been championing the importance of marketing to women for years. Even in areas where men dominate like electronics and automotive, the decision is made or heavily influenced by women. Yet, marketing dollars are often centered around attracting men.
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Three minute video that can re energize your staff into providing top quality customer service
Read more: Three minute video that can re energize your staff into providing top quality customer serviceI made several members of my staff cry this morning. No yelling, no berating involved, just a moving message that had everyone pausing to reflect.