What’s The Point (If You Don’t Have a Point of View)?

The folks at Borrell can really tell a good story, backed by solid research. I was riveted by one story in particular during their webinar this week. Because it's the same one I tell: Local media sellers have to deeply understand marketing principles, theories and...

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Climbing The Digital Summit

The call came out of left field. “We’d like you to speak at the Digital Summit in Phoenix in a few weeks. What do you think?” Me: “You sure you got the right guy?” “Yup. We’re ready for someone to come in and challenge Digital first/only thinking.” Me: “Well you’ve...

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Egos With Budgets

So you’re a Local Mass Media Seller with a large book of direct business.  And you can C-N-A and close like a rock star. Good on ya’. You probably don’t need to read this any further unless… Your Direct client churn rate is above 15% Your Direct Key Accounts comprise...

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Better Marketing? Read All About It…

Happy New Year from the Global Headquarters of MediaSalesTrainer.com. Can you believe we’ve all just been on another trip around the Sun together? Me ‘neither. But then I'm still a bit nauseated from all of those 2019 marketing predictions that always flood my...

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Fa La La La FRAUD

Things are getting downright North Pole-y here at the Media Sales Trainer Command Center. We've even installed little Elf-bots to help us track all the naughty and nice things happening in marketing and media. And as usual these days, the naughty stuff is making all...

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Whatever Happened To Recall?

A client was in recently to discuss a radio advertising campaign she wanted to cancel after just two weeks. She brought her SEO guy with her, which helped spur an interesting conversation: Client: ”The radio advertising didn’t work.” Me: “Why do you think that was the...

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