Local TV Ad Buying: How Programmatic Is Changing Things

How are automation and data revolutionizing local TV ad buying? Atlanta-based Videa has some thoughts on the subject. "We offer order stewardship services, and avails are delivered to the buyer in seconds," Videa explains to first-timers seeking to learn more about its client solutions. Now, the Cox Media Group-owned programmatic TV marketplace has released a White Paper that suggests the shift to computerized client solutions is the new norm for any TV sales executive.

Should You Be Concerned About Short-Form Pre-Roll?

This week saw the NewFronts, the digital media version of the Upfronts. One of the presenters, Trusted Media Brands, announced seven new video series aligned with its Taste of Home, Reader's Digest and The Family Handyman / Haven Home Media properties. Thus, it stands to benefit from the success of digital media. It could explain why it has drafted a study suggesting that short-form pre-roll is set to grow in a big way. Is it "fake news," or is this something radio and TV broadcasters need to be concerned about?

Why Soft Auto Sales Present A Strong Opportunity For Radio

Slower automotive sales may be leading the way to softening ad revenue in radio, but the radio industry still has significant revenue opportunities in automotive. That's the key takeaway from a new report from The Media Audit. Noting that TV will attract one-third of all ad dollars in 2017, now is the time for radio to act. Learn how you can bounce back from new ways to attract local and regional dollars. We've also chimed in with an RBR + TVBR Observation on radio's automotive spots.

Never Put This Person In A Hunter Sales Role

Featured Media Information Bureau columnist Barrett Riddleberger has made a living out of identifying sales candidates who, when hired, fail to meet expectations. In this latest installment on the topic, Riddleberger offers more insight into why so many bad hires have this one thing in common: The job candidate rocked the job interview.

Don’t Be Duped By The ‘Pinball’

Ever have a salesperson that seems to bounce from one person to the next seeking validation from others because they have a low self-esteem? If so, then this column from sales training pro Barrett Riddleberger is just for you.

Run Away From This Type Of Sales Candidate

Featured Media Information Bureau columnist Barrett Riddleberger has made a living out of identifying sales candidates who, when hired, fail to meet expectations. In this latest column, Riddleberger notes that all of these bad hires have one thing in common: They interview well.

Deconstructing The TV Commercial Pod

Viewership drives advertising dollars. The more viewers the more dollars. We try to find the most cost effective programming that delivers the greatest bang for the buck. But revenue is not driven by the totality of the eyeballs but rather the placement of those eyeballs within the commercial pods at the exact right moment. When it comes down to it, this columnist says, television is all about the pods.

Watch Out For This Tricky Sales Candidate

Sales coach Barrett Riddleberger often identifies the types of salespeople who fail to meet expectations but always seem to have one thing on common: they interview well. "You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals," he laments. This columns provides one example of why this happens.

Ten Great Spring Reads That Can Boost Your Sales Wisdom

Barrett Riddleberger is a sales trainer who has invested the last two decades of his life helping salespeople and sales leaders become more successful. In this Media Information Bureau column, Riddleberger offers a little "spring reading," with the 10 books that he recommends the most to people seeking new inspiration in their sales career. Only one of these books is about sales.

Five Behaviors of Stellar Salespeople You Should Replicate Now

We desire to be stellar salespeople. But what are the common characteristics of superstars? Some traits deal with internal factors such as personality style and thinking patterns. Other traits deal with things that can be replicated such as behaviors and activities. Noted sales coach Barrett Riddleberger offers five common habits that top performing salespeople do on a consistent basis.

Long, Unskippable Ads: Radio’s Next Problem?

Given what YouTube just did about one of its most user-disliked advertising features, will AM and FM radio stations learn to follow

Four Ways To Up-Sell Clients

"Apart from simply asking for more business, the goal is to develop or reinforce your relationship with key contacts in the account."

Final Words Of Wisdom From Irwin Pollack

The Boston-based radio sales and management trainer and divorce attorney lost his battle with cancer on Wednesday

Why Bad Salespeople Get Hired

How could a $7M sales superstar totally flop at his next employer? Maybe he was simply the wrong choice for the job.

Ways To Turn A ‘No’ Client Into A ‘Yes’ Client

The following tips are both necessary and instrumental for getting bigger deals in less time, from the people who have the authority to say “yes!”

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