Five Qualifying Questions For Your Sales Reps
If you have sales reps who claim to have a "hot prospect," only to find that the buyer can't or won't buy, this column is just for you. In this latest Media Information Bureau installment from expert sales trainer Barrett Riddleberger, five questions that you should ask your salespeople about each new opportunity are discussed and explained. It's great learning for your sales team!
Voice-Over: The Secret Sauce for Good Branding
Voice talent can help your branding.
10 reasons to fall in love with your CRM tool
Time and time again I hear about sales people refusing to use their Customer Relations Management software for one reason or another. The most common reasons for resistance are old habits, CRM inadequacies and flat out insubordination. I am here to tell you that no matter the CRM tool you choose, you will find “things” you do not like. Think that switching CRM’s will help? Most of the time, not. So, what if I told you that sales experts tell us that sales people that use a CRM daily show improved performance by as much as 25%? Would you get busy now?
Getting your station ready for social media marketing
In the viral frontier of social media marketing, it is important to understand that you no longer own your station brand. For generations, TV stations
Emeril Lagasse: Best uses of attention grabbers & personal branding
How do you use star power effectively? Emotional marketing master Graeme Newell focuses in on how the Food Network leveraged Emeril Lagasse to significantly boost their brand.
Major Advertisers to TV Ad Agencies: You are a Fossil
In article one and article two, I laid out eleven trends motivating the cable TV ad business. Here are seven more: Dynamic ad targeting...
‘Super Bowl LV Advertising Gets a 15-Yard Penalty’
Diverse representation matters. That’s been the mantra across the advertising industry and all facets of Corporate America for the last 8 to 10 months. "The challenges and atrocities that we’ve collectively experienced in that timeframe have led to a social awakening," says advertising agency executive Louis Maldonado. Why, then, were the Super Bowl LV spots such a letdown?
Quality, shock and a simple creative formula
Lettuce Entertain You (LEYE) is an extremely successful Chicago-based restaurant group. While dining at one of their restaurants last week
Of course you don’t take PI advertising, but you should!
Back when I was a brand new radio sales rep, I remember a sales manager telling me that if a prospect even mentioned the...
The new sales paradigm
Here’s the premise many in broadcasting believe– “if radio is to survive and prosper by further developing its brands as successful content outlets that...
Social Media Marketing: Building from the relationship up, not the sale down
Love at first sight doesn't just happen to people, sometimes it happens to brands too. For myself, it was Frye boots. When I first...
Advertising for advertisers: An old, new client acquisition strategy
Prospective advertisers have been tightfisted with their dollars over the past few years. Trust through success and success stories will loosen the purse strings—but trust involves relationships, and relationships take time. How much time? With whom? And how? Whatever you call it—networking, word of mouth marketing, referral-based marketing—it involves planning, process and strategy. What considerations, strategies and expectations are proper and realistic in pursuit of gaining new clients through referrals?
When to get up and leave the client meeting
To heck with the rest of your proposal. GET UP AND LEAVE.
What liquor can teach us about smart marketing strategy
What is the most powerfully branded product sector in world? My pick would be the alcohol sector. Decades of masterful marketing has consumers wearing...
Four Simple Steps For Upselling Your Clients
Upselling is vital to leveraging more sales with your existing customers, says expert sales training leader Barrett Riddleberger. But, apart from simply asking for more business, what is the goal? This column offers an answer, along with a four-step strategy to intelligently upselling your customers.