How to Sell Local Direct in a Recession
By Paul Weyland
1. Avoid negative talk. Get out of the office and go see clients face to face. Don't listen to the doom-and gloom-sayers that...
Small business needed to drive recovery
One of the keys to getting through tough economic times is putting people to work so that they are free to spend money and do their part to enrich the economy
Radio is Gaining First-Time Advertisers
In a time when advertising dollars are being reevaluated and stretched, many advertisers are turning to radio for the first time as a way...
A New Digital Strategy for Radio: Is Revenue Sharing for Me?
The short answer is
When to ask for the order
Closing is simply the art of using subtle methods to look for buying signals (interest or lack of interest in your proposal), draw out any and all objections and leave with an order. Here are some closing techniques
Ranking cars for buyers who seek comfort
Oh, and did we mention that these customers are also budget conscious? The folks at Kelley Blue Book’s www.kbb.com have ranked the 10 most...
Toothless Commercials Don’t Work
RBR-TVBR Exclusive: I’ve been hearing salespeople complaining about their clients turning up their noses at effective advertising campaigns, opting instead for cliché-infested spots that...
New York City Spotlights
The Radio Advertising Bureau held its Mercury Awards Wednesday evening June 5, showcasing an outstanding collaboration among ad agencies, creatives and radio spot value. Many attendees suggest the awards highlight production departments holding the key to our future success. RAB CEO Erica Farber and her staff did a magnificent job.
Collecting Unicorns
Unicorns are rare and magical creatures. In the European folklore of the Middle Ages a Unicorn was depicted as a white horse or goat-like creature with a long golden horn imbued with magical properties located in the middle of its head. They were commonly described as wild creatures and symbols of purity and grace that could only be captured by an innocent soul. But, I have another way to describe them…
Give away your best ideas!
What can we do to separate ourselves from all others in the sales field? What can we do to enable ourselves to thrive and not just survive in the media sales world for decades to come? There are many necessary action steps we need to take to achieve the questions asked above but one that I believe works best is to
5 Reasons Predictive Analytics Make or Break a Modern Sales & Marketing Engine
Cloud Signalytics founder Lang Smith tells us why firms depending on
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.
Smart Audio: More On Consumer Influence From ‘Alexa’
NPR and Edison Research in June released The Smart Audio Report. The research showed one clear finding: Voice-activated smart speakers are becoming a must-have device in U.S. homes. In fact, 42% of smart speaker owners consider their device "essential" to everyday life. NPR and Edison have just released more original research from the report.
Dear CMO: It’s Not The Spot, It’s The Creative
Among the news stories that caught Editor-in-Chief Adam R Jacobson's attention on Thursday morning was a report out of the U.K. involving Channel 4, a major commercial broadcaster. It held a "summer upfront" on the Fourth of July, and the channel is trying out "a new linear ad format," The Wall Street Journal reports. Marketers may be salivating, but our editor argues that there's nothing wrong with the :30 or :60 — except the content.
Is Ad Industry Weakness A Media Industry Concern?
"We are in the midst of one of the strongest advertising markets in a while, yet advertising agency revenues are decidedly weak." That's an assessment of the advertising industry from Wall Street investment analyst Michael Nathanson, who has five key takeaways from NY Advertising Day to share.