Monthly Archives: January 2015

Where’s the Money?

The most successful radio account executives help their clients mine new opportunities to increase their sales. Imagine the relationship-building power of alerting your clients to an opportunity to make a $2,800 sale to nearly 80% of the adults in your market! According to IRS data, 80% of tax filers will receive a tax refund each… [Read More]

Your 2015 Sales Culture

You can learn a great deal about the way a company does business by reading their help wanted ads. I saw an ad last week seeking an Account Executive for a station that required “a carnivore, not a grazer.” I have the good fortune of working with media companies across North America, and I can… [Read More]