Sales & Marketing

Barrett Riddleberger offers four steps to take when coaching sales reps to develop their skills and help them achieve their sales goals.

During Super Bowl XLVI, nearly $2 billion was spent on advertising, according to Kantar Media. While many corporations have traditionally hired advertising experts, recent trends show corporations replacing agencies with consumers who have a flair for creativity and an affinity for the product. Consumer-generated advertisements have been more desirable given consumer engagement and interaction opportunities with brands. But before marketers make the switch, they should understand the risks and rewards of swapping the ad agency for the creative customer.

CPMs are the value measure of media. But it’s trickier than apples, three for a dollar. For example, when buyers say “NBC CPMs are...

From job growth picking up and income lagging behind to weak housing investments and the current political climate, consumers are being bombarded with a slew of mixed indicators that are making them less willing to open their wallets and spend. That's the important takeaway for broadcast media sales executives and the C-Suite from a newly released study from IRI.

Of the $20.9 billion in the local TV ad market, only 5% of the revenue comes from digital properties such as web assets, mobile apps and distribution platforms such as Facebook. Can local TV operators find a path to increase their digital revenue growth? A new report from BIA/Kelsey may offer some successful suggestions.

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

Marketers are searching for ways to solve these challenges, and are increasingly finding the answer in people-based marketing. As radio and TV stations seek to capture consumers via smartphones and social media more than ever before, a newly released report from Viant could provide valuable insights as to best practices in digital consumer delivery.

A Cox Media Group market manager and a Kentucky radio station owner share their ideas and how they tackled the subject.

The role of a sales executive has evolved, says Alexander Group media-focused change agent Matt Bartels. Today's sales pros require knowledge of new technological skills, and younger pros tend to have them all. However, as Bartels writes in this fresh column, they may not be considering sales careers because they don't see it as a lucrative profession.