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Mind the Gap
Chris Fleming, President of CD Media Consulting, shares the dangers of allowing too much time to pass during the sales process and the importance of keeping it moving along at a proper pace.
Motivating Yourself in Today’s Economy: Mt. Everest
Gary Moore offers insight into setting your goals correctly and why you need to recognize small victories every day.
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Know Your Number
Chris Fleming, President of CD Media Consulting, describes the vital role that "knowing your number" plays in your continued sales success.
Don’t Sell Advertising, Sell Ideas!
Chris Fleming, President of CD Media Consulting, explains why your greatest value to your prospects and clients lies in the ideas that you present to them!
Fair is Often One-Sided
Chris Fleming, President of CD Media Consulting, suggests that broadcast pros are better off when they pursue equity in business deals rather than fairness.
The Half-Life Waiting Trap
Chris Fleming, President of CD Media Consulting, explains what a half-life is and how it directly impacts your chances of getting a sale!
Desperation is a Bad Perfume
Chris Fleming, President of CD Media Consulting, warns about the common practices of desperation and panic selling and how they significantly hurt us and our stations over the long term.
The Framework for Follow Up
Chris Fleming, President of CD Media Consulting, shares why it is vital for broadcast sellers to have excellent follow up skills!
Nine Liars and One Friend
Chris Fleming, President of CD Media Consulting, clarifies why it is absolutely vital that broadcast professionals follow through on what we say we are going to do and to what extent we should expect the same from our clients.
Time, Effort, Money, and Prestige
Chris Fleming, President of CD Media Consulting, describes the phases of maturity that sees all of us change our focus over time and how this impacts our selling efforts.
Does the First Person to Mention Money Lose?
Chris Fleming, President of CD Media Consulting, tackles a common sales myth head-on and explains the relationship between price and value.
Motivating Yourself in Today’s Economy: Moral Standing
Gary Moore stresses the importance of being known by your high moral character and principles and talks about how your actions are what build trust with prospects, clients, and coworkers.
Motivating Yourself in Today’s Economy: Sales Banner
Gary Moore discusses the mindsets of treating sales like a profession, going above and beyond, and getting help with obstacles.
Motivating Yourself in Today’s Economy: Your Next Meal
Gary Moore explains who your competition is and offers an approach to your efforts centered around defeating your competitors every day!
Motivating Yourself in Today’s Economy: Develop A Sense of Urgency
Gary Moore defines the role of urgency in your professional success, focuses on what your peers do well, and offers insight into the importance of continuing your sales education.
Motivating Yourself in Today’s Economy: Kill Self-Pity
Gary Moore discusses the value of loyal customers and urges us to spend our time thinking like a business owner.
Motivating Yourself in Today’s Economy: Use Your Audience
Gary Moore offers a look at your audience, taking advantage of the business environment you find yourself in, and why you MUST always be inventing and innovating!
Motivating Yourself in Today’s Economy: Set Benchmarks
Gary Moore discusses establishing a benchmark, controlling what you can control, and the concept of "12 Months of Improvement"!
Motivating Yourself in Today’s Economy: Outwork Your Competition
Gary Moore explains the importance of the enthusiasm of loving what you do and identifies the professional broadcast seller's Public Enemy #1!
Motivating Yourself in Today’s Economy: Sewer Monkeys
Gary Moore discusses how to deal with and overcome the negative influences in your professional life as you serve your clients and prospects.