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Breaking Broadcast News – Make Advertiser’s Life Better
OK, Broadcast Sales, it’s time to really stop thinking about us and start thinking about improving the lives of our advertisers. Isn’t that what they really want?! Sounds lofty but it’s not that tough....
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Breaking Broadcast News – Poor Execution Frustration?
Most Media Sales Departments are made up of very creative people who want to move things forward. That’s great but — Who is responsible for actually moving things forward? I see so many wonderful sales...
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Breaking Broadcast News – 6 Questions
I read an article today listing questions you should ask during your annual review. Why wait? Ask them now! Ask your Broadcast Manager these six questions but MUCH more importantly, ask yourself! What...
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Breaking Broadcast News – 7 Tips for Prospecting
I work with many new Broadcast TV Sales AEs and most of them are told to cold call. “It’s all about the numbers – the more calls you make the more appointments you will get.” I could almost not...
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Breaking Broadcast News – 13 Entrepreneurial Traits
Broadcast Salespeople should be encouraged to think like an entrepreneur. At least, that’s the words many Sales Managers and GMs utter. But, in reality, is that you and the culture of your station?...
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Breaking Broadcast News – Closing Made Easy
How often do you say or hear, “I can’t close this deal?” Frequently? Well, you know what? Closing is easy! It’s OPENING and RESEARCH/HOMEWORK that is the important work well before even attempting to...
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Breaking Broadcast News – Turn It Upside Down
Starting a new year is always fun. Everything seems fresh and new but is it? I’ve been around since dirt was invented and haven’t really seen much change other than the extended use of technology....
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Breaking Broadcast News – Are you on the treadmill?
Basically all TV stations are the same. Some of you will argue with me and that’s ok but step back. People watch programming, not stations, and we’re seeing a lot of parity in local ratings in most...
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Breaking Broadcast News – Tweak or CHANGE
I’ve been doing a lot of reading, studying and observing my broadcast stations and students lately and, maybe I’m late to the party, but something recently hit me solidly between the eyes and has...
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Breaking Broadcast News – Mic Drop
As many of you have noticed, I haven’t been writing much lately. Well, here’s why. 2017 will be another transition year for me. I have decided to cease my Consulting and Sales Training business and...
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