Networking with Media Professionals

Whether you’re living your dream job in media right now or your on your way up, it’s always a good idea to keep your networking pipeline full. There are a number of ways to find and nurture new...

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Conducting a Customer Needs Assessment (C.N.A.)

As a seller, chances are that you’ve heard the acronym, C.N.A. It can stand for the Customer Needs Assessment or Conducting the Needs Assessment. It’s also known as the need’s analysis or the...

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How To Send A Cold Email

I’m going to say it… prospecting sucks. The thought of picking up the phone and reaching out into the unknown just feels all wrong.  Think about it, throughout our childhood we were told not to talk...

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Getting Past the Gatekeeper

Recently I had a conversation with a veteran seller who hit a wall. While prospecting she faced the dreaded gatekeeper and couldn't find a way to bypass them. I suggested she start fresh and first...

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