Monthly Archives: October 2019

How Do You Reply?

It happens nearly every day. You meet someone for the first time and the common question asked is, “What do you do for a living?” How do you reply? Do you offer the common boring response, “I sell advertising”, or, “I sell advertising for (your station/group name)”? Or, do you give a much more profound, creative,… [Read More]

One Time a Year

Whether you are a media rep or in management, we appreciate you reading ENS on Sales each week. We hope that you find the articles helpful. From our years in management, we know this is the time of year that you start making plans for 2020. With that in mind, one time a year we take the… [Read More]

A Different Route… to Prospecting

Prospecting is a never-ending process in sales and it’s the one step, for several reasons, that it often gets moved to the back-burner. Here is an easy way to make prospecting part of your daily commute to and from the office… Simply take a different route! If you are like most, the route you take… [Read More]

A Second Chance

You’ve heard the expression that you don’t get a second chance to make a first impression. While that may be true when it comes to meeting people, it’s not necessarily the case when it comes to B2B (business to business) sales. In fact, in the B2B sales world, if you play your cards right, not only may… [Read More]