Monthly Archives: January 2013

Telling is Not Selling

Telling is Not Selling Advertising has always been simply ‘multiplied salesmanship’; telling your selling message repeatedly to mass audiences. In the modern selling world, we know that advertising must engage or be engaging. ‘Engage’ means to draw into or involve. Telling is no longer selling, and just as your advertising must engage an audience, it’s… [Read More]

Your Salespeople Have A Free Franchise

When Radio Ink magazine selected one of our blogs as "The Best of 2012," we decided it was worth repeating in your weekly ENS on Sales. Here it is. Your Future. Your Salespeople Have A Free Franchise     Does your sales staff fully appreciate their FREE franchise? Think about it, what do typical franchisees… [Read More]

The Sunglasses Media

The Sunglasses Media If you are selling local radio or TV advertising, get out your sunglasses….your future has never been brighter. There have always been two basic types of media; intrusive media and passive media. Intrusive media are those media which reach and influence consumers before they have a need, while they go about their… [Read More]

Your Future

Your Future Happy New Year? It’s up to you! There will be tons of predictions and forecasts about 2013 over the next couple of weeks, but management consultant, Peter F. Drucker, said it best when he said, "The only way to predict the future is to create it." It’s often said that the only two… [Read More]

400 Minutes a Day

400 Minutes a Day According to an article in the January 1, 2013 issue of MediaPost, the World Association of Newspapers and News Publishers concede that a full two thirds of media consumption is now spent with radio or TV. The newspaper folk’s Annual World Press Trends report says "People are spending an increasing amount… [Read More]