Yearly Archives: 2020

The Early Bird Gets the …

Renewal! I recently had a conversation with a media rep who has been successfully selling radio for a little over two years. She indicated that she was renewing nearly 100% of her annual contracts, however, she was not having any luck at all in upselling her clients. After probing with a few more questions, I… [Read More]

Just Listen

While interviewing prospective media sales reps and visiting with seasoned sales reps, every once in a while I meet people who proudly proclaim their strength to be, “I’ve got the gift of gab.”  They say this as it’s a strength instead of a potential weakness. In sales, the “gift of gab” can oftentimes be more aptly… [Read More]

It’s Show Time!

Radio Show 2020, the virtual rendition, kicked off yesterday and continues today through Friday. As we mentioned last week, ENS Media made a virtual presentation on Recruitment Advertising titled, “Turn Radio Recruitment Advertising from Ho-Hum to Major Income”. View it now by clicking here. The registration fee is $50 and $25 for RAB members! This small registration fee… [Read More]

Don’t Do It!

This is a special edition of ENS on Sales. If you haven’t already heard, this coming Tuesday and Wednesday is Amazon’s “Prime Day”. Prime Day is normally held in July, but because of COVID was postponed until October. If you have been a reader of ENS on Sales over the past few years, you know our… [Read More]

Let’s Meet, Virtually!

I am excited and humbled to announce that ENS Media has been asked to present “virtually” during the Coffee with Consultants segment of the 2020 NAB/RAB Radio Show. I will be sharing the virtual stage with some of the most noted radio sales and creative experts in the business. The virtual Radio Show starts this coming Monday,… [Read More]