Pending Business: Gone Too Soon

| August 3, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Herman Cain and Bob McCurdy — two different men from different walks of life. I had the privilege of knowing and learning from both.

Leadership – Herman Cain was raised from humble beginnings and worked his way through Coca-Cola, Burger King to CEO of Godfather’s Pizza.

Bob McCurdy started as a radio salesman in Richmond. Working his way up through the ranks of Katz radio, McCurdy rose to president of the Katz Radio Group.

Sales – Sales volume is critical in the food business and Herman Cain learned the value of sales volume every step up the food business corporate ladder. Bob McCurdy learned the value of a sale from direct calls in Richmond, then to ad agencies, and finally to the biggest advertisers in radio.

The Universal Motto – When Herman Cain was in the top ranks of the food business his number #1 rule was, “The Customer Is Always Right.”

Bob McCurdy led a highly successful Katz Radio culture based on relationships with station clients and agencies where the “Customer Is King.”

Radio – Bob McCurdy dedicated the majority of his adult life to radio sales. His development and presentation of sales oriented research made McCurdy a household name to sellers and buyers nationwide. Herman Cain hosted a successful talk radio show on WSB-AM, Atlanta and a nationally syndicated show. His great voice, content, and unique presentation garnered a large loyal following.

Here are 3 more takeaways every seller can apply:

  • Dream BIG – Herman Cain made bids for the presidency and for the U.S. Senate. As a college basketball player, 6’ 7” Bob McCurdy led the nation in scoring and was drafted by the NBA. What BIG dream drives your performance?
  • The value of a Team – McCurdy knew the importance of teamwork as he credited his college teammates for his scoring title and his sellers for his rise at Katz. Herman Cain was never afraid to credit a radio teammate. In business it was the teams he built to run and ultimately buy Godfather’s. When was the last time you thanked a teammate?
  • Make time for a Personal Note – Not knowing the extent of their conditions, I recently contacted each of these friends with a note. As they were each fighting the final battle, they still found the time to send me a warm personal reply.

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL.  Lapcom is a media sales, marketing, and development consultancy.  Contact Steve Lapa via email at: Steve@Lapcomventures.com 

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Category: Sales

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