Getting appointments with decision makers (video)
Once you identify the problem then you can think about businesses in product/service categories that could easily solve those problems. Then you formulate a creative strategy that goes right to the hearts of the people having the problems.
8 Phrases You Need to Know to Coach Sales Reps
Here are 8 phrases to use when coaching sales reps from xPotential Selling Inc. CEO Barrett Riddleberger.
Why ad sales is like the game of chess
I’m occasionally asked to accompany an account executive for coaching purposes as they make a sales call. The majority of the time, the account rep will talk about their media product for the first 20 minutes of the ad sales meeting. Why do sales people talk too much? Sales people talk too much due to a combination of poor training and fear. Poor training, in that the ad sale rep hasn’t learned to ask questions, rather than dominate the conversation. Fear, in that the ad sales rep worries about the outcome of the meeting because they don’t know what to expect. Have you ever heard of Paul Charles Morphy? He is considered to have been the greatest chess master of his era, and is remembered as one of the best strategic players of chess known to man. Many said he knew every move he would make before the game began.
Cutting DSO: A Good Defensive Strategy for Tackling the Economic Downturn
The beach umbrellas are back in the shed, the kids are back in school and the NFL is
A Pragmatic Look At Programmatic Ad Spending
A just-released forecast and report from eMarketer provides some keen competitive insight into ad spending projections over the next two years. Video is powering "significant growth" through 2020, with the "vast majority of U.S. digital display ad dollars expected to transact programmatically by 2020."
The Elephant in the Room at the NAB Convention
No aspect of the radio business is more vulnerable right now than that from the
Why radio needs to sell with co-op now
RBR-TVBR exclusive: Radio lags other media – badly – in local online revenue. In 2011, Radio got only 1.8% of local online dollars vs....
Maximize success of your ad sales and traffic conversions
We have compiled a quick hit list of the 5 major steps you should consider to ensure success
Trading Broadcast Dollars for Digital Dimes
If you put a dollar bill into one of those change machines and it gave you back a dime and a nickel, you might be a little upset. That's what the digital change machine is doing to radio right now
Mitch Kline, VP/Radio Sales, TargetSpot
TargetSpot, the largest Digital Audio advertising network, appointed Mitch Kline as its new Vice President of Radio Sales on 10/15. Mitch brings to TargetSpot...
Research or Marketing: Chicken or egg?
Both research and marketing are important to any product's success. That said, research can make or break your product just as the wrong marketing...
Why 100% Commission is Killing Radio–Part III
A new approach: The approach is like that of the New England Patriots; they concluded it is the franchise, the massive machine that earns the
How A Painfully Awkward Video Can Help You Avoid Sales Mistakes
The late, great comedian Jerry Lewis sat for an interview while in his 90s with a staff member from The Hollywood Reporter. The interview is known as "7 Painfully Awkward Minutes with Jerry Lewis." Many people commenting on the interview blamed Lewis for the awkwardness. Sales training expert Barrett Riddleberger didn’t see it that way.
Building Relationships
Building relationships is the way we are supposed to thrive and not just survive in media sales. “You need to build better relationships.”—Boss to Radio Sales Person…“We have to key in on growing our relationships.”—TV Sales Manager to Marketing Director…“At the end of the day all we have to keep our business alive is our relationships so we better have the best ones.”—Owner of company with a bad product.
Raiders of the lost ad budget
Advertising dollars are scarce in the best of times. Competition is always fierce. But in today's economy, can any businessperson afford to squander his...