Monthly Archives: March 2011

How Did You Do It?

  How Did You Do It?             If you are a sales manager, you probably started in this business as a sales rep. And it was all about the math of selling. The number of cold calls and the number of ‘packages’ you presented became part of your success formula.           Now as a… [Read More]

You Are Not Selling Cars

            You Are NOT Selling Cars            It never ceases to amaze me how many of the major broadcasters think business to business sales is like business to consumer sales. It’s not. We’re not selling cars. There’s a huge difference between selling cars and selling advertising.           You see, consumers can only drive one car…. [Read More]

Radio Marketing Franchise

A Radio Marketing Franchise   Does your sales staff appreciate their FREE radio marketing franchise…that’s right, they have a free franchise! Think about it, what do you get when you buy a franchise? A recognized name and trade mark…..like your call letters. A protected territory….like an account list. Continuous product or service improvement…like your format… [Read More]

Gift of Gab

  The ‘Gift’ of Gab         Every once in a while I meet a sales person who proudly proclaims, “I’ve got the gift of gab.” In sales, that ‘gift’ is more aptly described as ‘the curse of chatter.’         Successful sales professionals know that sales is really more about listening than it is about talking.        … [Read More]

Cross Examination or Celebration?

Cross-Examination or Celebration? Walking past a sales manager’s office last week, I overheard this conversation; Sales rep with enthusiasm, “I’ve got some orders here for you to sign.” Manager nonchalantly, “I’m busy right now. Just leave them on my desk and I’ll sign them later.” Sales rep, under her breath in the hall, “I wanted… [Read More]