As humans, we have two ways to communicate. Sight and sound. We started out beating on wooden logs and scratching figures onto the walls of caves. We’ve evolved to where we are today – talking to a hand-held device and telling it to play music or movies.

The biggest part of those millions of years of artistic and technological revolution has occurred in the past hundred years. First there was the invention of radio. Then TV. For around 30% of that recent evolution – that is, for the last 30 years – Charles Wood has been an eye witness. And a key player. 

Today, Chuck is General Manager of Lafayette- based Delta Media Corporation, overseeing 6 radio stations and 5 TV channels in Acadiana.

Radio and television became an integral part of our lives for a number of reasons, but one of them is because it was free. Radio and TV is principally funded by advertisers. That means, if you own radio or TV stations, no matter how good your content, you are reliant on advertising sales to make money. That means you’re reliant on sales people.

Sales is both an art and a science. Part personality, part persistence, and part system. One of the most popular and effective sales systems in the country these days is called Salesforce. It’s a nationwide platform that’s known generically as CRM – Customer Relationship Management. Locally, Salesforce is represented by ADP Solutions, in Lafayette.

Anne Pyle is Managing Partner of ADP Solutions.

Of our five senses, three are most important: sight, sound, and sales.

Photos over lunch at Marcello’s Wine Market Cafe in Lafayette by Lucius Fontenot.