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A reminder that technology does not replace basic sklls and best practices. Don't confuse the two. Read More

The author describes how technology has changed the way he prepares to make a sales call. Read More

The author encourages sellers to spend less time on the content of their important presentations and more on the dynamics of being memorable. Read More

The author challenges advertising sellers to think about how the shifting economy is opening up opportunities. Read More

The author describes some of the pitfalls that media sellers encounter when following up on proposals. He also offers suggestions on the best way to follow up. Read More

The author suggests that sellers should work on skills that they already possess in great measure. Read More

The author describes the steps a caller should have taken to improve his odds of getting a job in media sales. Read More

The author encourages readers to download a free e-book from www.salesbloggers.com. The book - entitled "How to Sell More by Reducing Risk" is the product of nine well known blog authors. Each author brings his own unique perspective to the same topic. A must read! Read More

A misguided attempt by the author to compare the need to qualify leads to the noble effort by Republicans in the Senate to keep pork out of the stimulus package. Read More

A new metaphor for lead management - the author suggests we forget about "pipeline" and think of lead generation/qualification as a waterfall. Read More