As of midnight tonight, we bid farewell to a troubled year. There’s no need to recount the issues that face our country and our industry; if you’re in Radio you probably go to sleep at night worrying about poor sales, cutbacks, and what the future may bring. It might make you feel better to know [...]

Two travelers met in an airport terminal. “Where are you going?” asked the first. “Don’t know,” replied the second. “I just buy a ticket and get on a plane.” “Well, if you don’t know where you’re going, how will you know when you’ve arrived?” Most advertising campaigns are not much different. We sell a client [...]

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 [...]