In a previous post, I mentioned how calling a gatekeeper by name can aid your quest to reach the decision taker. If you’ve spent time on the phone trying to reach Mr. Decision, you’ve probably experienced a conversation similar to this: Gatekeeper: “Good morning, Great Big Business Company, Mr. Decision’s office.” You: “Hello, is Mr. [...]

It has always been puzzling to me why so many salespeople (and not just Radio salespeople) consider “gatekeepers” as menial laborers. By “gatekeeper”, I mean the secretaries, receptionists, and other clerical positions one encounters when calling on (or attempting to call on) advertising decision-takers. For some reason — and this is especially true of male [...]

It appears Radio is on the road to Rough Times. Everything you read in the industry press indicates 2009 will be as bad–or worse–as 2008. And 2010 won’t be much better. Will it really be that bad? Well, that’s up to you. Radio is a wonderful thing. It can inspire imagination and creativity unlike any [...]