Here’s Why Your Choice Matters Follow this link for a terrific infographic that clearly demonstrates the advantages of buying local. If I were you, I’d be tempted to print this as a poster (with your logo, of course) and give…
We canvassed broadcasters around the country to find out which business categories in their markets are thriving these days. While much of the growth has occurred among the stores that aren’t as accessible to us—the big box stores and online…
Experiential marketing—also known as “engagement marketing”—is at the forefront of our awareness these days, as nearly every company you can think of is applying the realization that today’s consumers—especially Millennials—value experiences above all else, and said companies are doing everything…
That’s how long anyone, ever, will look at an online banner ad to decide whether it’s interesting or relevant enough to do something about it. The “doing something about it” part, 995 times out of 1,000, is not to click…
Have you ever had a prospect that has been difficult to impossible to reach? You know, someone who won’t return phone calls or emails, and you’re getting nowhere with the assistant or anyone else in the company who might have…
The passing of Gary Fries has been very much on my mind, and, as I reflect in my Last Word in this issue, Mr. Fries excelled in his command of the basics of our business. This he learned from one…
I’ll admit it: When it comes to radio sales, I’m not very imaginative. On purpose. Sure, when I’m in front of a client and I see the opportunity to create a commercial, campaign or schedule that hits the sweet spot,…
From our friend Jay Douglas: “We can always learn something from our ancestors. This is a tutorial on selling I found in “The Gillette Blade,” an internal publication of the Gillette Safety Razor Co. from, yes, 1918. “If you ignore…
Controversial and mercurial, entrepreneur-rapper-clothier Kanye West often finds himself in the news for all the wrong reasons. But if you deconstruct much of Mr. West’s rhetoric and behavior, you will find some valuable sales lessons—some of them in the “What…
By Pat Bryson “I’m not sure radio works: you’ll have to prove it to me with this week’s schedule.” “I want to test you. I’ll agree to three months.” “Business is too uncertain to plan my advertising 6 months in…