There’s nothing that could make my blood boil faster than having a client fail to pay for his Radio schedule. While scrupulous attention to accounts receivable can minimize the agony… Read more »
In the opening scene of the movie Patton, the late George C. Scott in the title role gives a stirring speech to an unseen group of men prior to battle…. Read more »
As I mentioned in an earlier post, the book Think And Grow Rich by Napoleon Hill has many inspiring stories that came out of the 1929 stock market crash and… Read more »
It’s shocking to me that some stations in the 21st century aren’t taking advantage of yield management strategies. In lean economic times, pricing your inventory based on supply and demand… Read more »
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… Read more »
In an earlier post, I mentioned how advantageous it can be to learn the name of the decision-taker and gatekeeper when approaching a new client. The question is: what’s the… Read more »
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,… Read more »
Once upon a time, a long, long time ago, I was a sales newby. I had undergone the standard sales training: my sales manager handed me a copy of the… Read more »
My wife recently experienced the depths of automated telephone systems when she placed a call to a well-known, national service provider to inquire about an unauthorized credit card debit. Calling… Read more »
Almost every Radio salesperson I’ve met likes having a large account list. The apparent thinking is the more accounts the better. There’s always the possibility — however remote — that… Read more »