Finally. An Admission.
by Jim Hopes, CEO, January 20th, 2009
If business is down, we need fewer salespeople? OK. I guess if there are fewer agency avails, advertising pullbacks among the business community – well then, of course, we need fewer salespeople, right? No. Not right. We do need fewer sales service people when business is down, but if a company is to succeed and control its own destiny, it should hire more business developers, not fewer. The problem is the broadcast industry has operated like a wholesale business forever... more
Why You Might Not Make It (PDF)
by Jim Hopes, CEO, August 2008
The media world is in the midst of a tectonic shift. The old currency—how much it costs to make a thousand impressions—is being replaced by a new currency—one that values what it costs to find a thousand qualified prospects or to sell a hundred widgets. As dollars continue to migrate to platforms that can deliver those metrics, traditional media outlets could continue to suffer substantial losses in revenue. These losses will be profound and will change those businesses forever... unless they are willing to make substantial changes in how they run their sales operations... more
The End of the Old Media Contract (PDF)
by Steve Marx, Chairman Emeritus, May 2008
Notice I said Old Media Contract. I didn’t say “old media.” Of course, the old media are ailing these days, but people still enjoy reading the news, still like to have music or information to accompany them through the day, and still watch their favorite shows on the screen of their choice. The old media may discover ways to remain strong and viable—indeed, some old-media players most surely will—but the Old Media Contract will become less and less viable with each passing year... more
For more information about the services provided by The Center for Sales Strategy (CSS), contact CEO Jim Hopes at 813-254-2222 or jimhopes@csscenter.com.