Chris Fleming's Weekly Sales Insider

CD Media Consulting, LLC
Media Sales in the hyper-digital age
Created 23 Apr 2020
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  • What Not To Do
    28 Nov 20211 day ago • 5 min read • 2 0
    There are hundreds of examples of things you should do and just a many of things you should not do. If we just look at what we don’t want to have happen, we usually arrive at the path of what it good ...
  • "Whatcha Got For Me?"
    21 Nov 2021 • 5 min read • 2 0
    The past week, like every week, I prepared for our weekly sales meeting with my team. One of the topics of conversation was about the framework of the sales conversation and avoiding pitfalls and trap...
  • Try To Catch People Doing It Right
    14 Nov 2021 • 5 min read • 3 0
    If you grew up in my house, you could hear my mother say, “If you can’t say anything nice, don’t say anything at all.” I have two brothers and we are all about two years apart – so as you can imagine ...
  • Process Problems vs. Personnel Problems
    07 Nov 2021 • 5 min read • 1 1
    In my world, we work on two different problems sets: process problems and personnel problems. When presented with a business challenge the first question I always ask is, “Is it a process problem or p...
  • Enter From a Different Point of View
    31 Oct 2021 • 4 min read • 2 0
    When crisis arrives at the business level it usually creates conflict. The conflict comes from two places – a foggy, murky, or unclear hierarchy of purpose and everyone entering the conflict from thei...
  • Silos Are For Farming
    24 Oct 2021 • 4 min read • 3 0
    There is a funny thing about the communication business. Most of the time we are terrible at communicating, specifically with each other. Much of it comes from the cognitive bias of need for significa...
  • Trust Me, I'm a Doctor
    17 Oct 2021 • 5 min read • 2 0
    Often, we are struggling with getting long-term customers to pay a higher price or rate or both. Both you and they have become accustomed to the level of spending the relationship had produced over th...
  • Why Ski Uphill?
    10 Oct 2021 • 4 min read • 4 0
    Skiing uphill is no fun. Gravity becomes a huge issue. I am not a skier, uphill or downhill, mostly because it is cold in those places, but nonetheless, skiing uphill is the worst. In selling, we ski ...
  • Bonuses, Added Value, and Other Ridiculous Demands
    03 Oct 2021 • 7 min read • 4 0
    Somewhere in the annals of history, there is one single person at some media company responsible for accepting the first order where a client asked for bonus commercials or some sort of added value in...
  • Make A Decision Or One Will Be Made For You
    26 Sep 2021 • 4 min read • 3 0
    It happens a lot. People just cannot make a decision. They fear making the wrong decision, so they instead choose no decision. No decision is still a decision. Fifty percent of all sales calls wind up...
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