State Your (Business) Case

Let’s be real. As a successful media sales rep who loves developing direct business, you’re drinking out of a firehose every hour of every day. Call ins. Call outs. Needs Analyses. Solution Development. Pitches. Closes. Wins. Losses. Yeesh. Not only is it...

A Graphic Subject Matter

I’ll keep this one short because, as the saying goes, brevity is clarity. And Marketing Theory doesn’t get any clearer than this graphic from the beautiful minds of researchers Les Binet, Peter Field and Sarah Carter, authors of The Long and The Short Of...

For Immediate…Strategy

You’re probably familiar with three bolded words at the top of every “press release” or “media alert:” FOR IMMEDIATE RELEASE As a former PR Agency exec, I’ve probably written those words a thousand times throughout my career. In...

Let Me Be Brief

If you’re reading this you likely consider yourself a marketing and media “consultant”…right? Which means you have a proven, repeatable (and hopefully proprietary) PROCESS…correcto-mundo? A PROCESS that’s been shaped over years of...

Sell Like A Reporter

I’ve had the good fortune of working in many parts of what I’ll call the “communications industry” over the years. The first 12 were in broadcast news, a direct extension of my Journalism degree from the largest (by acreage anyway) college...