Posts tagged as:

sales training

Want To Be A Sales Wizard?

02.18.2010 School

Do you simply think … no, do you simply know there has to be a better way to sell?
Cookie cutter, flip-flip-flip chart selling isn’t working anymore. And you never liked it anyway, right? So, this is really a fantastic time to be in sales and be you!
Would you like to be one of twelve [...]

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A Revised Sales Rep Email to a Customer

01.29.2010 Marketing

A couple days back, I expressed my frustration with an email I got from a sales rep.
A colleague, journalist, and now ivory-towered academic asked in the comments how I might have written that email. He’s the instructor-type, you know.
And, as usual, Joey was right. I sat down and – in about six minutes – wrote [...]

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It Sounds Easy: A Million-Dollar Radio Presentation

01.27.2010 Media

If you work for a radio station, I’m about to offer you a million-dollar idea for free. Please take it and run with my blessings and love for your medium:
Before I was a Partner in Wizard of Ads, I invented a business model that helped my small-market radio company add an additional $1,000,000 in local-direct, [...]

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Just Got This Email From A Sales Rep

01.27.2010 Media

Hi Tim,
Remember me? I bonused [your client] some ads for Christmas? :)
There schedule ends January 31st. So, I thought you would want to renew especially since the location in [city] is somewhat new. What are your plans for [client] for 2010.
Maybe we could get together with a phone call?
Hi Daily Blur Reader,
Would [...]

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Interview: Sales Rep Frustrations Explained, Part 2

01.27.2010 Media

This is another excerpt (read Part 1 here) from an interview I did last week with someone who could really help the advertising sales industry (or anyone in it who was willing to listen.) I’ve changed her name to prevent petty problems for her in the future. I’ve also redacted names of companies, media, and [...]

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A Listening Exercise

01.26.2010 Work

The most common sales rep frustrations I hear from clients and all small business owners across North America:
Sales reps don’t listen. Sometimes they act like they listen, but I’m pretty sure they’re just nodding and waiting for me to finish so they can start talking again.
Want to learn to actively listen?
It requires practice. In your next [...]

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Interview: Sales Rep Frustrations Explained, Part 1

01.26.2010 Media

This is an excerpt from an interview I did last week with someone who could really help the advertising sales industry (or anyone in it who was willing to listen.) I’ve changed her name to prevent petty problems for her in the future. I’ve also redacted names of companies, media, and people. They’re not crucial [...]

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7 Habits of Highly Defective Radio People

01.18.2010 Marketing

Wow. Friday was one of our biggest days here at the Blur. I guess lots of people are concerned about radio advertising … or the sales folks who peddle it.

First, of course there are exceptions to every rule, but the exceptions do not disprove the rule. Like I said and will say another million times, [...]

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2010 Vision: The Short-Sighted Radio Advertising Sales Business

01.15.2010 Radio

Next week, two other former radio advertising professionals are joining me to discuss why the radio advertising industry is jacked up. We’re going to tape, transcribe, and share it with you and others.
It stems from frustration. We’re not getting together to spitefully kick an industry when it’s down. Several of my clients successfully use radio, [...]

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