US Retail Sales Trends: E-commerce Surge and Resilient Consumer Spending in 2024
Industry Press Highlights, Media, Retail, Advertising and the Economy
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If You Can’t Do It Yourself…
“If you can’t do it yourself, you probably shouldn’t be using AI!” This was a brilliant observation by James Pursey in an outstanding seminar on AI in sales. The only modification I would make would be to say, “If you can’t do it excellently yourself, you probably shouldn’t be using AI!” Read More
Mastering Sales Leadership: Proven Strategies to Elevate Team Performance and Drive Revenue Growth
The person you hired wants to be successful, even if they don’t yet know what that means. This new member of your team wants to do good work and succeed. As a sales leader, you must fill in the blanks for the people in your charge. If you don’t set the standards that ensure success, then no one knows what success means, nor will they know what to do and how to win deals. Read More
Modern Technology is Reshaping Relationships and What We Can Learn to Rebuild Meaningful Connections
Discover the hidden ways modern technology is reshaping relationships and what we can learn to rebuild meaningful connections. This article is inspired by The Anxious Generation: How the Great Rewiring of Childhood is Causing an Epidemic of Mental Illness by Jonathan Haidt. While the book primarily focuses on children, it offers valuable lessons for adults as well. Read More
B2B Lead Generation Made Simple: How to Connect with the Right Customers
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. Read More
Have You Learned Your Lesson Yet?!
During the Holidays, together with family, often the conversation goes back to old memories. In one of these conversations, my Mom and Sister ganged up on me. They reminded me of the struggles my Dad and I had with my misbehavior. Read More
Boost Your Sales Skills with the “Pitch Perfect Challenge”
Media sales is a competitive, fast-paced field that requires constant refinement of skills to stay ahead. One effective way to enhance your sales abilities while keeping training engaging is through the Pitch Perfect Challenge. This interactive sales training game simulates real-world scenarios, helping media sales professionals sharpen their skills, build confidence, and improve their ability to close deals—all in a fun and dynamic way. Read More
The No. 1 Mistake Well-Intentioned Leaders Make That Harms Their Team
Studies reveal a startling paradox: 82% of leaders believe they’re supporting their teams effectively, yet only 38% of employees feel genuinely supported. Moreover, this disconnect stems from what initially appears to be a positive leadership trait – what I call “the protection paradox” – the desire to protect teams from challenges. However, this well-intentioned shield ultimately becomes the very barrier that stifles growth and erodes trust. As an executive leadership coach working alongside pioneering organizations,
What Are You Looking For In A Candidate?
Clients and colleagues frequently ask my opinion of people they are considering hiring. It’s often a request, “Dave, what do you think of each of these candidates? Who would you hire?” And the requests are accompanied with resumes, each extolling the fantastic accomplishments the candidate has achieved through their career. Read More
Your Team Hates Meetings—Because You’re Running Them Like It’s Still 1995
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. Read More
Closing the Deal: Essential Negotiation Strategies for Media Sales Professionals
In the competitive world of media sales, the ability to negotiate effectively is one of the most critical skills for success. Media sales professionals often face high-stakes scenarios where they need to balance meeting client needs, achieving revenue goals, and maintaining long-term relationships. Negotiation, in this context, is both an art and a science—one that can make the difference between closing a transformative deal and losing out to a competitor. Read More
Boosting Morale and Retention: The Essential Role of Sales Training in Modern Business
Sales teams are vital to business growth, yet they often face high turnover and low morale. Effective sales training programs not only enhance performance but also play a crucial role in boosting employee morale and retention. Investing in sales training provides salespeople with the skills and confidence they need, reducing stress and increasing job satisfaction. Research indicates that companies with robust sales training programs experience significantly lower turnover rates, with improved employee income and retention. Read More
Unlocking Sales Success: Strategies for Sales Leaders, Managers, and Reps to Build a Durable Pipeline and Increase Win Rates
Sales managers and reps face immense pressure to deliver results—understanding how to operate within your Overton window could be the key to career survival. I am not typically drawn to political discussions. In my experience, politics can often lead to negativity and unnecessary stress. The last time I watched political news shows, it was during the Clinton administration. Instead of television news, I prefer reading The Economist or other well-regarded publications that focus on insights rather than divisive opinions. I have a theory that we often get the leaders we need at a particular time rather than the ones we necessarily want. Read More
Mastering the Art of Sales Conversations: How to Create Value, Be Consultative, and Establish Expertise
Far too often, we underestimate the value of the sales conversation when it comes to winning deals. The reality is that you have never won a deal without a meaningful sales conversation, nor have you ever lost a deal without one. The conversation itself is the vehicle through which deals are won or lost. Yet, many sales representatives wrongly believe that their solution is the star of the show. They assume that if they present their solution effectively, success will follow. However, your competitors have solutions that closely match yours, resulting in a kind of solution parity. Read More
Why Sales Leaders Need a Modern Sales Methodology
More sales organizations use a legacy approach than a modern sales methodology. Some of these sales managers may not be interested enough in studying the various ways to approach the sales conversation. As a sales leader, you need a modern sales methodology that teaches clients why they need to change and how they can make key decisions for their business. We are now in the third decade of the 21st century. We have electric cars, supercomputers that fit in our pockets, artificial intelligence, and business models like those used by Uber, DoorDash, Airbnb, and Netflix. Almost everything we once knew has been reimagined. We live in an AC/DC environment, one of accelerating, constant, disruptive change. Given this reality, it’s surprising how many of our peers are still selling with an approach that’s nearly 60 years old, from an era when people watched black-and-white television. Read More