Monthly Archives: March 2021

Teach and Preach the Power of Radio

Does radio work? That’s a silly question, right? Sure radio works, but do your media reps believe it works? If we’re being honest with ourselves, you know that your reps sometimes question its strength. After all, many people, like their clients, have told them repeatedly that radio doesn’t work. They’ve heard the infamous words, “I tried radio once… [Read More]

The Powerful TRUTH

The majority of business owners, managers, and media buyers that deal with media reps have heard nearly every song and dance there is about why they should buy from you and your stations. What a lot of them haven’t heard is… the TRUTH! If you are not doing so now, here are some of the… [Read More]

365 Days Ago

365 days ago, March 12th, 2020, at 3 pm! To use and rephrase the words of Alan Jackson’s popular 2001 song, “Where were you when the world stopped turning on that (March) day?” For me, that was the day and time our world was turned upside down. At that moment, the NCAA announced that all… [Read More]

Preventative Maintenance  

One of the most iconic advertising slogans ever produced was for Fram Oil Filters, “You can pay me now, or pay me later”. The simple but powerful message was, proper maintenance of your vehicle will save you lots of money and headaches down the road. So, how does that translate to media sales? Imagine for a… [Read More]

The Tortoise or the Hare?

Show me a good prospector and I’ll show you a good media rep. When working with and training media sales reps, we always suggest that there are two styles of prospecting… prospecting “hard” and prospecting “smart”. The question is, which one is better and which type do you want on your team? I suggest the answer is… both! Prospect… [Read More]