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New research from Edison shows that AM/FM radio listening at work has jumped 10 share points year-over-year, signaling a major shift as more Americans return to office routines. AM/FM continues to dominate ad-supported audio in the car and is now the leading choice on smart speakers. With 66% of U.S. adults tuning in daily, radio offers consistent, high-impact reach across devices and demographics. Combined with podcasting’s rapid growth, audio is once again proving to be a cornerstone of effective advertising.

Let’s talk about B2B lead generation. It sounds complicated, right? But it’s really just a fancy way of saying, “finding the right people for your business and getting them interested in what you offer.” The challenge? Not all businesses are the same. What works for a software company probably won’t work for a manufacturing firm. That’s why you need a different approach for different industries.

You’ve got questions and we’ve got answers. Hi, I’m Kevin Eikenberry, answering the questions that new leaders ask us. Actually, it’s our goal to help all leaders be more productive, successful, and confident. Today, I am answering a question about how much leaders talk. Are you ready? Let’s get started. Lots of leaders have asked me this question: Kevin. Am I talking too much?

We all know how important it is to prospect consistently and to do the work before you present so you are well-prepared every time you see a potential client. The business of sales is largely about being connective, highly relational, and consistently appearing helpful to potential clients until they think of you as “in their inner circle.”

Frustrated with failed sales strategies? You put together a robust sales strategy—a strategy that you worked extremely hard on and believed to be near flawless—only to see it fail in the long run. Frustrating, right? In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail.

SmartBrief surveyed marketers about in-person events now that mask mandates have been lifted across the country. A lot has changed since last summer. The in-person events industry was crushed in 2020. About 83 million people had to change plans when the pandemic hit, per Forbes. Two years later, live events are making a comeback, but SmartBrief’s most recent survey of marketers finds

The fundamental purpose and goal of sales and sales management haven’t changed, but the sales process must adjust, and often significantly, to the unique experience of the pandemic and what the post-pandemic period will become. For media sales, specifically, the challenge is regaining an understanding of today’s local economy. Many local businesses/advertisers have closed their doors permanently or have had to change their business model, often radically.

Historically, the interaction between the credit collections department and the sales team has been an adversarial relationship. The credit collections team believes that salespeople have no concern for collections and just want to sell to anyone to make commissions and meet quotas. The sales team sees the credit collections department as an obstacle to opening new accounts and closing deals.

We have all heard about the Great Resignation. The notion that many people are leaving their job or not returning to work has been a persistent theme of 2021 and 2022. There are any number of theories as to the cause of this trend: Pay scales were too low. Government benefits were too high creating a disincentive to work. People were fearful of getting sick and/or bringing the virus home to members of their family.

I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation’s special report on “Emerging from the Pandemic”. I chose to focus on issues that I believe B2B sales leaders should be prioritising in 2022. As always, I’d welcome your comments. As we head towards 2022, sales organisations are emerging from a tumultuous two years.

Many rabid sports fans revel in the opportunity to support their favorite teams by wearing their gear to games, fueling their enthusiasm with tailgate parties and cheering wildly from the stands. Attending many sporting events is either prohibited or limited, however. Sports fans are relegated to the safety of their homes and their big-screen TVs – and a much more comfortable seat than any in a stadium or arena.

Nov 12, 2024 | Media, Retail, Advertising and the Economy, Industry Press Highlights Executive Summary: David’s Bridal has reinvented its Diamond Loyalty program to capitalize on the...

Parents, teachers and other influential adults teach the members of each generation the skills they need to lead a fulfilling and healthy life. Navigating an ever-more complex consumer landscape is one of the most important sets of skills. Gen Zers like recent generations were born into a world driven by consumption. That consumption engine is responsible for approximately 70% of the United States GDP, and Gen Zers are expected to keep stoking that engine.

Barry Diller is a transformative figure in media, known for pioneering innovations like the made-for-TV movie, launching the Fox Network, and building digital empires through IAC and Expedia. His career exemplifies bold risk-taking, strategic foresight, and a deep understanding of audience behavior. Diller’s leadership style—curious, decisive, and empowering—has influenced generations of media professionals. For ad agencies and media sales AEs, his journey offers actionable lessons in innovation, platform thinking, and visionary leadership.