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Best Practices for Marketing Product Features

By its very nature commerce is competitive, and that means companies are going to gauge success by comparing themselves to other companies that sell...

Why 100% Commission is Killing Radio–Part III

A new approach: The approach is like that of the New England Patriots; they concluded it is the franchise, the massive machine that earns the

Overcoming the hijackers: How to retake control of your local direct rates

“Our market’s different,” says the manager of a medium-market station. “Increased competition, the bad economy and little agencies are driving our local direct rates...

Guvera gets traction with advertisers

Guvera, the on-demand service that recently launched here in the US, has gotten some early traction with big national advertisers who like the streaming...
Michael Rudd

Hot dog stand marketing version of sales: Volume 7

Michael RuddI think your product doesn’t work. You guys have no idea what you are talking about, advertising doesn’t work anymore. We just need to be on social media. You are overpriced and won’t deliver the results that I need, I have no doubt about that. Sales objections. We all get them. Every single day if we are really doing the job that we are expected to do.

Ideas clients want from you now

Local direct clients don’t like paying for “spots”. They like paying for ideas.  So, give them ideas they can use immediately and win their...
Michael Rudd

Think Opposite Day

The only time we can truly learn is when we push ourselves into what we consider the unknown. The times when we can really stretch our minds to expand and explore new directions is when we dedicate the time to involve ourselves into an area where we don’t typically go.

Collecting Unicorns

Unicorns are rare and magical creatures. In the European folklore of the Middle Ages a Unicorn was depicted as a white horse or goat-like creature with a long golden horn imbued with magical properties located in the middle of its head. They were commonly described as wild creatures and symbols of purity and grace that could only be captured by an innocent soul. But, I have another way to describe them…
Michael Rudd

Give away your best ideas!

What can we do to separate ourselves from all others in the sales field? What can we do to enable ourselves to thrive and not just survive in the media sales world for decades to come? There are many necessary action steps we need to take to achieve the questions asked above but one that I believe works best is to

Smart Sales Managers Know How & When to Switch Hats

Barrett Riddleberger shares the 3 hats sales managers should wear and why.

Don’t Be Duped By The ‘Pinball’

Ever have a salesperson that seems to bounce from one person to the next seeking validation from others because they have a low self-esteem? If so, then this column from sales training pro Barrett Riddleberger is just for you.

A ‘Spectacular’ Q3 For Your Top Revenue Competitor

One company Wednesday reported "spectacular" Q3 2017 earnings results. It's a big company that you compete with. This company enjoyed revenue growth of 47% and ad revenue growth of 43%. But, something's troubling this giant in 2018, says prolific Wall Street investment professional Brian Wieser, Senior Research Analyst – Advertising at Pivotal Research Group. What's the issue? What does it mean for you? We let Wieser share, in his own words, how Facebook will be slightly hampered by issues you should be selling potential clients against.

TV Media Sales: Good, But Room For Improvement

What's the state of TV Media Sales? AdMall's 8th annual white paper on the subject is out, and it finds that the state of the industry is good year over year. But, there's a lot of room for improvement. How so? Some 44% of managers failed to meet their sales goal in 2017.

Why Qualifying Makes You An Awesome Sales Rep

Want your sales reps to increase their closing ratios? It all starts with qualifying properly, says expert sales trainer Barrett Riddleberger. "Share this column with your sales team and they'll love you for it!" He exclaims.

Domination marketing – How advertising sells with intimidation

"The one who loves the least, controls the relationship."      -Dr. Robert Anthony, self-help author He is the perfect dream husband for women everywhere.  No,...

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