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...
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...
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...
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...
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...
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...
