Existential crisis looms toward Media Sellers and Advertisers, Dave and Phil highlight what you need to know to mitigate loss and how to seed for its recovery. A must listen episode.

THE It's 2020 Budget Time Episode

Sep 15th, 2019 11m 13s

Budget time already? Truly, it's a year-round event...listen as Dave and Phil provide insight into 2020 budget planning. 'Tis the season!

THE Time Management Episode - A Day-In-The-Life of a Media Profession

Aug 24th, 2019 17m 22s

Dave and Phil discuss the precious caveats in our productivity-Time Management best practices make for better performances. Take a few minutes to listen and sharpen your sales effectiveness.

THE Marketing Through Crisis Episode

Aug 10th, 2019 19m 9s

There’s no playbook for how to handle the marketing of your client’s business when a crisis hits. Whether it’s a natural disaster or a man-made tragedy, normalcy gets redefined very quickly. Dave and Phil talk about their unexpected experienc

THE Business We Are In Episode

Aug 1st, 2019 21m 19s

Serving our client(s) means that we are prepared to work for their business needs, not just our own needs. Dave and Phil discuss the ways we can better perform in our clients business; which, in turn, grows our business.

THE Evolution of The Sales Manager Episode

Jul 30th, 2019 19m 12s

Sales management is the lynchpin to the success of every sales organization. Listen in as Phil and Dave explain why and how sales management has changed, will change, and must continue to change for continued sales growth.

THE Ratings, Or Lack Thereof Episode

Jul 7th, 2019 15m 55s

Whether your station is in a competitive market where you’re not the ratings leader or your company doesn’t subscribe to a ratings service, overcoming the “you have no ratings” objection can be daunting. Phil and Dave lend their perspectives

THE MOJO Book Club - Must Read Episode

Jul 7th, 2019 27m 32s

Professional marketers and broadcasters read books all the time to keep up with thought leaders, best practices and on the cutting edge of new ideas. Phil and Dave highlight a few of their 'must haves' that you must have in your library.

THE Avoiding Local Sales Mistakes Episode

Jul 1st, 2019 20m 8s

Generating local direct sales is one of the biggest keys to your success. But sometimes, we get in our own way. In this episode, Phil and Dave highlight some of the most common mistakes they see that prevent account managers from getting to Y

THE Prospecting Episode

Jun 15th, 2019 25m 20s

Building new local direct business is critical to your success as an account executive and crucial to the team’s ability to reach its budget goal. But it can’t just happen without managing the process. Listen as Phil and Dave talk about eleme

THE Media Sales Burnout Episode

Jun 15th, 2019 18m 22s

Burnout can happen to anyone…it’s a stressful business and when things aren’t going your way, it can seem like things start to spiral downhill fast. Phil and Dave have had this issue in their sales teams and offer their insight on how to recog

THE Cold Calling Episode

Jun 6th, 2019 20m 39s

Why does the life-blood to all business need to be so cold? Because it's worth it.Phil and Dave address the vitals of perhaps our most over-looked, teachable and required sales skill...the COLD Call!

THE Transactional vs. Relationship Sales Episode

Jun 6th, 2019 17m 21s

Sales is sales is sales, not in this business! Dave and Phil tackle a precise breakdown of how to manage transactions and foster sales relationships that can endure.

THE Change Episode

Jun 1st, 2019 19m 12s

The media sales business continues to change at a rapid pace. Yet, somefight change instead of embracing it. Dave and Phil discuss why change isalmost always hard and almost always good.

Media Sales Mojo THE Dealing With CHANGE Episode

Jun 1st, 2019 19m 32s

The media sales business continues to change at a rapid pace. Yet, somefight change instead of embracing it. Dave and Phil discuss why change isalmost always hard and almost always good.

THE Your Rates Are Too High Episode

Jun 1st, 2019 16m 52s

Many clients will tell you that your rates are too high. Do you believethem? Dave and Phil discuss why rates may not matter as much as yourclient would like you to believe.

THE Sales Meeting Episode

May 31st, 2019 18m 58s

When it comes to sales meetings, here are two frequent truisms: 1) Sales managers hate their sales meetings and 2) So do their staffs! In this episode, Phil and Dave examine the elements of positive, powerful and fun (yes, fun!) sales meetin

THE Average Order Episode

May 25th, 2019 14m 10s

Dave and Phil discuss how keeping track of your average order can help you become anything but an average salesperson.

THE Best Local AE's Episode

May 25th, 2019 12m 12s

What separates the best performing AE's from the rest? Dave and Phil share their experiences and perspectives on the brightest "local stars."

THE Best Agency AE's Episode

May 25th, 2019 9m 44s

How are you regarded by the ad agencies you call on? Dave and Phil highlight important traits agencies look for and can help you rise to the top...and stay on top!