Broadcast Media Sales and Management Training Blogs

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NTR Synergy Where Everyone Wins

Oct 19, 2018

If you haven't realized by now that you can use radio to drive listeners to your station's website or your advertiser's website, then you've probably just wakened from a 5-year sleep. I have seen few new revenue ideas or NTR or promotions ...

Recognize Your Superior Performers--- Without $$$

Oct 18, 2018

Not everyone is motivated by money. Research has shown that one in four top performers leaves an organization every year because of lack of recognition. Whether it's the Grammys, the Oscars or the Radio Wayne Awards sponsored by Radio Ink, all you ...

Martial Arts Weapons For Your Sales Reps

Oct 17, 2018

In my martial arts training, one of my favorite weapons was the staff. The best-known staffs are the Japanese Bo and Jo. The Bo staff, made of hardwood, is five or six feet in length; its practice is called Bojitsu. The Jo staff is more appropriately ...

The Pros and Cons of Raiding And Pillaging

Oct 16, 2018

First-year attrition of sales reps in our industry is 80 percent,which means that only one in five makes it to the first anniversary. Recruiting analysts say that, if 50 percent of your new (never-sold-Radio) hires in Radio make it 12 months, you're ...

Keeping Your Top Billers Happy Three Surefire Techniques

Oct 15, 2018

If you are going to keep your sales reps happy, and more important, your top billers happy, here are three points to consider:  1) Determine what you are willing to pay . Most of us use different sales percentages in cost per sale. Depending on ...

5 Ways to Boost Revenue No Matter What the Economy Does

Oct 12, 2018

Here are five ways to increase your revenue, no matter what the Economy does. 1. Sales Trainees For Prospecting : Hire a few entry-level salespeople to generate and qualify leads for your top people. Give the leads to your top people, who will do ...

Are You Hiring Russian Dolls

Oct 11, 2018

ARE YOU HIRING RUSSIAN DOLLS                                                                                                       ...

The End Of The Line How And When to Fire Salespeople

Oct 10, 2018

A look at the LPG Blog archives brought this gem from 2000.  The names and faces could be anyone in todays Sales Management vertical but the advice and perspective they share is timeless.  The hardest thing a manager has to do is fire ...

A Need To Document The World In Video

Oct 9, 2018

The title caption was taken from an article in MediaPosts Publishing Insider commentary last week relating to the opinion of Hearst Magazine President Troy Young, it makes for some interesting thoughts... "Prior to his appointment as Hearst Magazines ...

The Influence Of Word Of Mouth

Oct 8, 2018

We know that when we are faced with a problem or are considering a good or service, we first go to our internal memory of providers of that good.  If we can't think of a provider, new research has shown that we simply "Google it" next.  ...

Changes In Banking And Credit Union Plans

Oct 5, 2018

Where is the Financial Tech world headed?  MediaPost reports that the industry needs to make some serious upgrades to gain loyalty as Millennials show signs of really changing the statistics... "According to a recent consumer banking survey ...

What Are Your Sponsors Asking For?

Oct 4, 2018

If you do event marketing of any type and you have to report on Key Performance Indicators, is one of those metrics "what happens with consumers after the event because of the exposure?".  I can say as a seller of events, that has always ...

New Radio Channels Launched By Newspaper Properties

Oct 3, 2018

Having worked in Radio, TV, Digital, Newspaper, Social and Events, I always find it interesting when one medium finds an opportunity by rethinking another mediums business model and disrupting the market.  Looking at some recent research and ...

3 Great Sales Meeting Ideas!

Oct 2, 2018

Here are three sales meeting ideas that'll jazz up your meetings and pump up your team. 1) I'll Build On That : Objective is to have your AEs see where the holes might be in their Customer Needs Analysis. Have AEs bring their first-call database ...

The Best Compensation Plan For Your New Sales Recruits

Oct 1, 2018

Nickel-and-diming a new sales rep in compensation will most likely leave you scrapping the bottom of the barrel for exceptional sales talent. Our attrition rate in Radio sales is 80 percent to 90 percent for first-year reps. What kind of future top-notch ...

Buyers Awareness Cycle Top 40

Sep 28, 2018

Ever want to know how long it takes a person to consider a product or service for purchase?  Consumers were interviewed by Prophet Research as they completed purchases at each of these verticals and identified how long the Buyers Awareness Cycle ...

Creating Sales Meetings that your sales Reps Wont Hate

Sep 27, 2018

Your sales meetings don't have to be a Mary Kay Cosmetics revival, yet the sales-meeting atmosphere determines whether your reps gain value for time spent in this important meeting. Boost the value with these hints: 1) Structure : The amount of preparation ...

Is It Time To Be Tough With Your Sales Team?

Sep 26, 2018

Do you have to be a human put-down machine to get things done? No! It's the take-charge, no-nonsense managers - who demand respect and get the best from their people, no matter the cost to the human ego - who ultimately have a positive ...

Emotion Equals Motion Showing Enthusiasm For Your Product Can lead To Increased Sales

Sep 25, 2018

Recently, I sat in on the Dawson McAllister Live call-in advice show, listening to teenagers and young adults telling their stories and asking for help. I felt many emotions that Sunday night, and left the studio a different person than the one who walked ...

So You Want To Do Content Marketing Like A Rock Star.

Sep 24, 2018

Jacobs Media posted last week that Paul McCartney has schooled the world on how to do Content Marketing as his new album, with very little airplay, has hit the #1 slot in sales.,  Soak in the bounty of insight and to succeed in your own efforts, ...
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