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The Difference Between Average and Excellent – Part 1
Chris Fleming, President of CD Media Consulting, explains the concepts of average and excellence in our day to day efforts to sell our audience to clients and prospects.
Motivating Yourself in Today’s Economy: Drop Sanity
Gary Moore reminds us that it's OK to be crazy once in a while and that a reasonable amount of risk and failure is OK.
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We Want Gain Without Pain
Chris Fleming, President of CD Media Consulting, suggests that finding shortcuts toward success is a poor way to build a successful broadcast selling career and provides a sure-fire way to enjoy both short and long-term victory!
Forget What You Don’t Have, Monetize What You Do!
Chris Fleming, President of CD Media Consulting, explains how to harness the power of your station's total audience and why you have an advantage over every pure-digital seller in the world!
Who Gets Credit for the Last Mile?
Chris Fleming, President of CD Media Consulting, warns about the danger of our clients falling into the trap of giving credit for results to the last advertisement that their customer sees.
Your Value Is Not Set By Others
Chris Fleming, President of CD Media Consulting, shares the importance of selling value and why it is vital for your station that this be a priority for you!
Ten. Five. Two.
Chris Fleming, President of CD Media Consulting, reveals his method for keeping his sales funnel healthy every single month!
The Two Guarantees on Every Sales Call
Chris Fleming, President of CD Media Consulting, defines the two primary possible outcomes on every single sales call you make and how to improve your chances of getting the outcome you want!
You Have Not Arrived Until You Have Fired a Client
Chris Fleming, President of CD Media Consulting, describes the preexisting conditions, reasons, and qualifications that go into the decision of firing a client.
Add Value, Don’t Give Away Added Value!
Chris Fleming, President of CD Media Consulting, shares his thoughts on clients asking for "added value", how to respond, and what you should be offering instead!
You Can Charge a Premium for Original Ideas – Part 1
Chris Fleming, President of CD Media Consulting, suggests that original ideas are a primary source of strong revenue streams for you, your station, and your customers!
Motivating Yourself in Today’s Economy: Disney Charges What?!?
Gary Moore discusses the importance of being fun and enjoyable to be around. He also clarifies how positive thinking actually impacts our sales.
Motivating Yourself in Today’s Economy: Serving Others
Gary Moore discusses the principle that great sales pros serve the clients that they lead and they find motivation in serving other people.
Motivating Yourself in Today’s Economy: Winning Locally
Gary Moore redirects our focus on winning market share.
Motivating Yourself in Today’s Economy: It’s Not OK To Not Be OK
Gary Moore reminds us that we live our professional lives on a stage, that we are not allowed to have "bad days", and that we should even temporarily avoid people when we are feeling discouraged!
Motivating Yourself in Today’s Economy: Two Ears, One Mouth
Gary Moore explains how doing more listening helps us to focus on our prospects & clients and allows us to set a goal of learning something new on every call!
Motivating Yourself in Today’s Economy: Utilize Resources
Gary Moore discusses the benefit you can get from leveraging your station's relationships with vendors and how to use their services/technology have a multiplier impact on your LOCAL effectiveness!
Motivating Yourself in Today’s Economy: Stop Blaming
Gary Moore talks about our individual roles in the hard work it takes to build a winning culture and attract the best sellers.
Motivating Yourself in Today’s Economy: Accountability
Gary Moore urges us to constantly add value both to our clients and our station. He also urges us to consider daily how we can bring even more value to the table tomorrow.
Motivating Yourself in Today’s Economy: Ads That Work
Gary Moore encourages us to provide personal value to our clients and appropriately educate them towards success.