This is a first! We don’t usually publish an ENS on Sales this time of year because of the low open rates during the holiday period. We’ve made an exception this week for two reasons: 1.) Roy Williams’ last Monday Morning Memo just before Christmas was so profound we wanted to bring it to your… [Read More]
Yearly Archives: 2017
Your Most Valuable Radio Sales Lesson
This is a first! We don’t usually publish an ENS on Sales this time of year because of the low open rates during the holiday period. We’ve made an exception this week for two reasons: 1.) Roy Williams’ last Monday Morning Memo just before Christmas was so profound we wanted to bring it to your… [Read More]
A Politically-Incorrect Message
Those of you who have been receiving our ENS on Sales over the last twenty years, know it’s time for my annual politically incorrect “Merry Christmas” message. (Although, I’m increasingly convinced that ‘politically correct’ is an oxymoron because I don’t know any politicians who are ‘correct.’ They all seem to care more about getting elected… [Read More]
It’s About Respect!
Salespeople often talk about the importance of establishing great customer relationships, but often drive a wedge between themselves and their ‘internal customers.’ What’s an internal customer? An internal customer is anyone in your station who can have an impact upon your sales and your advertisers. It’s the creative, production, programming, promotions and traffic people whom… [Read More]
Transitioning from the Front Lines, to the Front of the Front Lines
There is no denying that experience can be a great teacher. But all too often we promote our best ‘experienced’ sales people to sales managers with no management training or safety net. It’s not fair to the newly appointed manager, to their staffs, nor to the company. Having a successful track record in sales enables… [Read More]
