Recently I wrote an article on sales meetings that generated a lot of interest – Eleven Ways to Make Sales Meetings More Effective. Based on the feedback and comments it seems that at ...

I believe focus is the greatest challenge for media salespeople today, and it’s the greatest single solution to their many challenges. In my 30 plus years of experience in the media sales ...

“Media salespeople are trained to sell their inventory, not your inventory. Once you absolutely understand that you’ll be in a position to use media more effectively”. When I ...

Just before Christmas I was conducting a three day sales training course with a mixed group of experienced and less experienced sales people. On the morning of the second day I posed a question: ...

Wow the New Year is here!! Maybe it’s time to set up your goals for 2014 and if not now, when? To get you in the goal setting mood here are some great words of advice on the topic from ...

I have to confess two things: 1. I love to read and enjoy learning about people, their stories and improving my skills 2. I’m a HUGE fan of US sales trainers Jeffrey Gitomer and Zig Ziglar ...

Why is it that so many sales managers feel it’s vitally important to have a one hour sales meeting in the office first thing on Monday morning? One sales manager told me it’s a way to ...

“Showing Up is 80% of Life!” said Woody Allen – movie actor, comedian and director in a 1977 New York Times article. Through the years it has been mangled and misquoted in many ...

There’s a significant amount of evidence to suggest that coaching sales people really does produce improved sales performance. Some research from the USA suggests a 20-35% increase in sales ...

During the sales training sessions I conduct, new and experienced sales people often seem to struggle with uncovering prospect needs. Too many times I’ve had to stop a role play when one of ...

…….(or How Not to Become a Statistic) Identify with this picture? You have been appointed a media sales person, the future looks bright, you excitedly anticipate your new career ...

AudioNET Founder and CEO Dave Cox started working in radio over 25 years ago at 2CA in Canberra. For the last 10 years Dave has been listening to advertisers and agencies about what they want ...

David Borean is a Managing Partner – Waterfront Entertainment and MarketingLatest CRA research suggests people are ‘six times more likely to go to an advertiser’s website if ...

  David Borean is a Managing Partner with Waterfront Entertainment & Marketing Recently I re-read Anita Roddick’s (founder of The Body Shop) book – Business as Usual. ...