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33 minutes | Mar 26, 2020
Breaking Through in Tough Times, the COVID-19 episode
Existential crisis looms toward Media Sellers and Advertisers, Dave and Phil highlight what you need to know to mitigate loss and how to seed for its recovery. A must listen episode.
11 minutes | Sep 15, 2019
THE It's 2020 Budget Time Episode
Budget time already? Truly, it's a year-round event...listen as Dave and Phil provide insight into 2020 budget planning. 'Tis the season!
17 minutes | Aug 24, 2019
THE Time Management Episode - A Day-In-The-Life of a Media Profession
Dave and Phil discuss the precious caveats in our productivity-Time Management best practices make for better performances. Take a few minutes to listen and sharpen your sales effectiveness.
19 minutes | Aug 10, 2019
THE Marketing Through Crisis Episode
There’s no playbook for how to handle the marketing of your client’s business when a crisis hits. Whether it’s a natural disaster or a man-made tragedy, normalcy gets redefined very quickly. Dave and Phil talk about their unexpected experiences working crises in El Paso, Columbine, and other tragedies and how they worked with their clients, their colleagues and the community to navigate through it.
21 minutes | Aug 1, 2019
THE Business We Are In Episode
Serving our client(s) means that we are prepared to work for their business needs, not just our own needs. Dave and Phil discuss the ways we can better perform in our clients business; which, in turn, grows our business.
19 minutes | Jul 30, 2019
THE Evolution of The Sales Manager Episode
Sales management is the lynchpin to the success of every sales organization. Listen in as Phil and Dave explain why and how sales management has changed, will change, and must continue to change for continued sales growth.
16 minutes | Jul 7, 2019
THE Ratings, Or Lack Thereof Episode
Whether your station is in a competitive market where you’re not the ratings leader or your company doesn’t subscribe to a ratings service, overcoming the “you have no ratings” objection can be daunting. Phil and Dave lend their perspectives on how to get the conversation back to what’s really important so you can get the sale.
28 minutes | Jul 7, 2019
THE MOJO Book Club - Must Read Episode
Professional marketers and broadcasters read books all the time to keep up with thought leaders, best practices and on the cutting edge of new ideas. Phil and Dave highlight a few of their 'must haves' that you must have in your library.
20 minutes | Jul 1, 2019
THE Avoiding Local Sales Mistakes Episode
Generating local direct sales is one of the biggest keys to your success. But sometimes, we get in our own way. In this episode, Phil and Dave highlight some of the most common mistakes they see that prevent account managers from getting to YES from their local direct clients.
25 minutes | Jun 15, 2019
THE Prospecting Episode
Building new local direct business is critical to your success as an account executive and crucial to the team’s ability to reach its budget goal. But it can’t just happen without managing the process. Listen as Phil and Dave talk about elements of a solid prospecting foundation for account executives and their managers.
18 minutes | Jun 15, 2019
THE Media Sales Burnout Episode
Burnout can happen to anyone…it’s a stressful business and when things aren’t going your way, it can seem like things start to spiral downhill fast. Phil and Dave have had this issue in their sales teams and offer their insight on how to recognize burnout and what you can do to combat it.
21 minutes | Jun 6, 2019
THE Cold Calling Episode
Why does the life-blood to all business need to be so cold? Because it's worth it. Phil and Dave address the vitals of perhaps our most over-looked, teachable and required sales skill...the COLD Call!
17 minutes | Jun 6, 2019
THE Transactional vs. Relationship Sales Episode
Sales is sales is sales, not in this business! Dave and Phil tackle a precise breakdown of how to manage transactions and foster sales relationships that can endure.
19 minutes | Jun 1, 2019
THE Change Episode
The media sales business continues to change at a rapid pace. Yet, some fight change instead of embracing it. Dave and Phil discuss why change is almost always hard and almost always good.
17 minutes | Jun 1, 2019
THE Your Rates Are Too High Episode
Many clients will tell you that your rates are too high. Do you believe them? Dave and Phil discuss why rates may not matter as much as your client would like you to believe.
19 minutes | May 31, 2019
THE Sales Meeting Episode
When it comes to sales meetings, here are two frequent truisms: 1) Sales managers hate their sales meetings and 2) So do their staffs! In this episode, Phil and Dave examine the elements of positive, powerful and fun (yes, fun!) sales meetings that make your team stronger, tighter and smarter.
14 minutes | May 25, 2019
THE Average Order Episode
Dave and Phil discuss how keeping track of your average order can help you become anything but an average salesperson.
12 minutes | May 25, 2019
THE Best Local AE's Episode
What separates the best performing AE's from the rest? Dave and Phil share their experiences and perspectives on the brightest "local stars."
10 minutes | May 25, 2019
THE Best Agency AE's Episode
How are you regarded by the ad agencies you call on? Dave and Phil highlight important traits agencies look for and can help you rise to the top...and stay on top!
19 minutes | May 25, 2019
THE Success Story Episode
There are key ingredients in cooking up a big batch of successes. Listen as Dave and Phil run down some of their favorite recipes.
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