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How to Conduct a CNA That Gets Results

How to Conduct a CNA That Gets Results

by Jennifer Lane | Oct 4, 2022 | Advanced Sales Training, Advertising, C.N.A., Customer Needs Analysis, Customer Service, Sales Relationships

In sales, chances are that you’ve heard the acronym, C.N.A. It can stand for the Customer Needs Assessment or Conducting the Needs Assessment. It’s also known as the need analysis or the “tell me” Interview. There are lots of catchy names… but the end game is the...
Solutions vs. Spots 

Solutions vs. Spots 

by Jennifer Lane | Mar 16, 2022 | Advertising, Digital Sales, Sales Relationships, Selling, Success

One of the favorite phrases of a wily veteran manager in a company we work with is “You always go back to the devil you know.”  In the increasingly competitive world of broadcast marketing, that means selling spots rather than selling solutions. Relatively...

Motivating Yourself During A Recession

by Jennifer Lane | Jun 17, 2020 | Advertising, Economy, Goals, Motivation, Sales

We’re happy to bring back guest contributor, Bob “Z” Zuroweste for a third week! With 30+ years in the media industry, you may know Z from his time as VP/Market Manager Clear Channel, Sr. VP/Director of Sales for CBS Radio, VP/Market Manager for...

Keep Your Prospecting Antenna’s Up!

by Jennifer Lane | Jun 10, 2020 | Advertising, Economy, Prospecting, Sales

We’re happy to bring back guest contributor, Bob “Z” Zuroweste for a third week! With 30+ years in the media industry, you may know Z from his time as VP/Market Manager Clear Channel, Sr. VP/Director of Sales for CBS Radio, VP/Market Manager for...
Do’s and Don’ts of Advertising During COVID-19

Do’s and Don’ts of Advertising During COVID-19

by Jennifer Lane | Jun 5, 2020 | Advertising, COVID-19, Economy, Sales

We’re happy to bring back guest contributor, Bob “Z” Zuroweste. With 30+ years in the media industry, you may know Z from his time as VP/Market Manager Clear Channel, Sr. VP/Director of Sales for CBS Radio, VP/Market Manager for Entercom and...

Welcome To The Business! (It Only Gets Easier From Here)

by Speed Marriott | Jun 3, 2020 | Advertising, C.N.A., Cold Calling, COVID-19, On-Boarding, On-Demand, Online Training, P1 Plus, Sales, Sales Training, Training

My business partner Katey Woolam and I launched the P1 Plus entry level sales program eight years ago and from the very beginning the mission of the curriculum was straight forward. To on-board new sellers to the broadcast industry and provide them the coursework...
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Recent Posts

5 Tips to Help You Stick to Your 2023 New Year’s Resolution

Tips on Setting Up Email Appointments

How to Handle Getting Ghosted

How to Conduct a CNA That Gets Results

5 Tips to Help Mandate Compliance Training

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