Michael Tate

Cogito, ergo sum
Cogito, ergo sum (I think, therefore I am) is a philosophical statement first conceived by René Descartes. The idea of which has become a fundamental element of Western philosophy. The simple ...
Not Quite True
If you’ve read any of my articles you’ll know my focus generally tends to lean toward the emotional and spiritual aspects of selling. Selling is quite simple. The mechanics of it have never ...
Money & Manna
Somerset Maugham once said: “It’s a funny thing about life. If you refuse to accept anything but the best, you very often get it.” Sadly, it is true for many of us that our ...
Sales Hurdles
Recently I had contact with a radio salesperson who told me he was working through the challenges in his sales lull and that he was hopefully getting back into the groove. “Action plus ...
Rising to Mediocrity
Last night when you lay your head down were you content with your day? Were you enthusiastic enough at work? Did you love your companion enough? Did you learn something, or realize something ...
Heart of the Matter
I meet with a good friend of mine for dinner on a regular basis – he works in an industry far removed from advertising sales. Recently he explained to me that he wanted to learn how to sell ...
Everyone Sells
Everyone at your radio station sells. I’m not concerned with what job people actually do at your station but ultimately they’re all selling something, and they’re selling ...
What You Give is What You Get
We can all turn any setback into our favour by making the effort to find something positive about it. This may be demanding but in the end it is by far the best course of action to take.
People Pleasing
I noticed an advertiser using the tagline “Life’s much more interesting when you’re direct”. I suspect the advertiser wasn’t really referring to anything ...
Success 101
Beware how you take away hope from another human being today. Be aware above all if it is you insidiously doing the injury to you.
Shades of Grey
Lord knows we need heroes. Courageous, self-sacrificing people. Setting examples for all of us. Everybody loves a hero. People who teach us how to hold on a second longer. I believe there’s a ...
What Drives Your Radio Station?
Every business is reliant on sales be it manufacturing, importing, distributing, service oriented, a global multinational or the corner grocery store. As challenging as some particular technical ...
The Thing About Trains
Its the season. Christmas movies are on again. I was impressed by a line Tom Hanks playing the role of The Conductor delivers to Hero Boy in the movie “The Polar Express”. “The one thing about ...