You’ve got a good team. The results are solid. You genuinely like one another. Trust is good too. And yet. You have a feeling you’re capable of more. What’s missing? If you’re fortunate to be working on a good team, it can be tempting to keep doing what you’ve always done. But Marshall Goldsmith’s advice for leaders is true for teams too, “What got you here, might not get you there.”

Understanding and adapting to a buyer’s personality type is a critical sales skill that can significantly improve close rates, reduce objections, and build long-term relationships. Drawing from DISC and MBTI frameworks, buyers can be categorized into four core types—Driver, Analytical, Amiable, and Expressive—each with distinct motivations and communication preferences. The article provides detailed strategies for identifying and selling to each type, including hybrid personalities, using real-world examples and role-play scenarios. It also highlights the risks of misalignment, such as being ghosted or losing credibility, and offers advanced techniques for adapting in real time. Beyond sales, this approach enhances communication in all interpersonal relationships, from family to the workplace.

From the Streets of Detroit to the Guinness Book of World Records
Joe Girard, born to Sicilian immigrants in Detroit's impoverished east side, overcame an abusive childhood to become the world's greatest salesman, selling more retail cars than anyone in history for 12 consecutive years. Influenced by Dale Carnegie, Vince Lombardi, and Napoleon Hill, Girard built his success on relentless personalization, fanatical follow-up that generated 65% of sales from referrals, an unmatched work ethic, and deep empathy that focused on solving customer needs rather than pushing products. His methods—including the 250 Rule and systematic relationship building—translate perfectly to modern media sales, where success still depends on human connection over digital metrics. His legacy proves that in an age of automation, the fundamentals of genuine care, consistent follow-up, and serving others remain the true differentiators for extraordinary sales results.

Industry Press Highlights, Media, Retail, Advertising and the Economy

This Nano Tool for Leaders from Wharton Executive Education offers techniques for developing an “awe mindset” for greater creativity, improved collaboration, and better decision-making. Nano Tools for Leaders® — a collaboration between Wharton Executive Education and Wharton’s Center for Leadership and Change Management — are fast, effective tools that you can learn and start using in less than 15 minutes, with the potential to significantly impact your success.

How confident are you that your sales team can meet your KPIs this quarter? If you’re like the 70% majority of sales managers, there’s some doubt in your mind. Meeting key objectives and sales targets seems more unattainable by the day, but it doesn’t have to be. To meet objectives consistently, keep your salesforce satisfied and striving, and give senior leadership reports that have them singing your praises, you need one crucial thing: A sales leadership framework.

Today’s Media Map is as complex and dynamic as the map of the Earth – the winds of change erode the high points, the fastest-flowing channels can be reduced to a trickle or disappear entirely and unpredictable forces can suddenly and dramatically alter the landscape.

Podcasting has rapidly grown into a mainstream media channel, with over 135 million monthly U.S. listeners and more than 5 million active shows worldwide. A June 2025 study by Sounds Profitable and Signal Hill Insights found that podcast ads outperform other media in driving consumer action, with 22% of listeners making immediate purchases and high rates of promo code use, brand searches, and social engagement. The personal, trust-based nature of podcast ads makes them especially effective across diverse product categories. Local media outlets—radio, TV, newspapers, and magazines—can extend their advertising offerings by integrating podcasting into their content and sales strategies. As consumer behavior shifts, podcasting offers a high-conversion, high-engagement opportunity that traditional media can no longer afford to overlook.

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With uncertainty in the economy it is time to prepare for a tougher sales season. When the economy slows down, advertisers often ask, “What can I cut?” But the smarter question is, “What can’t I afford to lose?” And the answer—especially for local and regional businesses—is radio. That’s because radio provides one of the strongest, most consistent, and most personal connections to the consumer. At a time when trust, familiarity, and influence matter more than ever, radio delivers them all in abundance.

Chatbots are AI-powered tools that simulate human conversation and are and will be increasingly used in media sales to automate lead generation, campaign planning, and customer support. Companies like Sephora, H M, and regional newspapers have successfully deployed chatbots to improve engagement and streamline ad operations. The benefits include 24/7 availability, scalability, and data collection, but drawbacks such as poor user experience, limited understanding, and brand risk remain significant. Experts emphasize the importance of using chatbots strategically, with clear escalation paths and human oversight. Ultimately, chatbots are best used as productivity enhancers—not replacements for authentic, human-driven media relationships.

In media sales, your ability to connect with clients on a personal level can make all the difference. Whether you’re pitching to a high-stakes client or nurturing a long-term relationship, mastering body language is essential. While words can convey information, your body language often speaks louder than anything you say, influencing how clients perceive your confidence, credibility, and trustworthiness. Here are some expert tips to help media sales professionals leverage body language for more successful interactions.

There are two ways to describe what a sales manager does. One is to look at the outcomes they are responsible for creating. Another is to look at the individual tasks that deliver those outcomes. There are several things that make it difficult for sales managers to reach their goals, and much of their work aims to overcome these challenges.

How one company used existing remote team management experience to take the rest of its sales staffers remote and set them up for long-term success Remote work went mainstream in 2020, and the forced experiment showed us that working from home doesn’t have to derail productivity. In fact, a 2020 survey from FlexJobs shows that 51% of respondents said they feel more productive in their home office than at a traditional workplace.

If your team dreads meetings, it might not be the idea of meetings they hate—it might be the way they’re being run. Many leaders haven’t evolved past the outdated meeting practices of the 1990s. Endless talking, rigid agendas, and one-way communication no longer work. Today’s teams need meetings that are dynamic, inclusive, and productive. If you’re running meetings like it’s still 1995, it’s time to rethink how you bring your people together.