Three Ways To Improve Your Sales Training Efforts

While most companies agree that sales training is important, they also agree that it is ineffective. "Salespeople enter sessions with low expectations and leave with a few new ideas, but no measurable improvement in their sales skills," says expert sales trainer Barrett Riddleberger. To make your sales training more efficient, he offers three principles in mind.

Six Questions to Ask Before Terminating a Sales Rep

Letting go of a sales rep is tough to do, notes expert sales training coach Barrett Riddleberger. Before you make that decision, check out these important questions. As he sees it, you just might save a superstar sales rep.

Innovation and Technology: Brand Growth, and Media, too?

According to a "great majority of marketers," future brand growth will be tied to marketing innovations and technology. But, many of them spend little time learning how to utilize either of those tools. If this sounds familiar to your radio or TV operation, you may want to read a new ANA report that offers keen insights on marketing, innovation and technology.

CPG Spending Continues Its COVID-19 Fueled Surge

While not quite as impressive as the year-over-year increases seen in March and April, as much of the U.S. was in strict shelter-at-home quarantines tied to the novel coronavirus, household consumer packaged goods (CPG) spending in May 2020 was still up significantly compared to one year ago.

The Best Way to Evaluate a Sales Candidate

How do you evaluate a sales candidate? A resume, background check, and interviews are indeed important elements of your hiring process. However, expert sales training consultant Barrett Riddleberger says one needs to do more than ask questions.

‘Automated, Performance-Based Media Buying’ For Local TV

The company gaining attention for its "cross-screen, multi-touch attribution" across all linear and digital television content has partnered with the cloud-based SaaS platform used for media buying and media planning developed in 2016 by Hudson MX.

The Media Sales Organizations Deemed ‘Most Trusted to Deliver on Promises’

How trusted are media sales organizations to consistently and reliably deliver on their promises, whatever those promises may be? The Myers Report from media ecologist Jack Myers has some intriguing answers. For Myers, companies that prioritized trust and reliable ratings delivery are more likely to capture market share in the challenging COVID-19 era and beyond.

News, and Holy Content, Getting A COVID-19 Consumer Boost

Insightful information from tele-journalists, and a little bit of prayer, are apparently driving consumption of television in the wake of the novel coronavirus pandemic. That's the key finding from newly released research conducted by 605.

RBR+TVBR ENCORE: ‘Survival Strategies’ For Radio Advertisers

Eric Rhoads, founder of Radio Ink and Chairman of Streamline Publishing's Radio + Television Business Report, last week recorded a podcast with marketing guru Jay Abraham expressly designed for radio industry executives and sales professionals to share with clients. We're pleased to share it again, as it offers you 20 minutes that could positively change your station and your clients.

Five Great Sales Pro Role-Playing Tips

"Take your sales meetings to the next level with stellar role plays," says expert sales trainer Barrett Riddleberger in this latest column. Try these five ways "to rock role plays with your sales reps" and see what the results are. They just may provide a spark with a lagging AE.

Eight Key Questions For Sales Rep Performance Evaluations

When observing your sales reps, you need a process, says expert sales trainer Barrett Riddleberger. Why? As he explains in this column, "accurate evaluation" leads to proper diagnosis and training. "Here's a column that can really help," he says.

TV Trends and Consumption: The Global View

The "New On the Air" Conference is a little-known event for U.S. media industry executives. Nevertheless, it is an event that sees representatives from French outfit Glance review TV trends and consumption on a worldwide scale. Research released Thursday at NoTa confirms that "catch-up and preview viewing for television programs can significantly add-up in the ratings."

Smart Questions To Ask Before Recruiting Your Next Sales Rep

Want to hire great salespeople? Expert sales trainer Barrett Riddleberger recommends you answer these questions before you recruit your next sales candidate. "Defining your sales role first is critical to the hiring process," he urges in this freshly penned column.

Spot Repetition: A Good Thing, Until It Turns Bad?

How many times have you had to endure that one commercial when accessing an audio stream on a popular app? For our editor-in-chief, its in the thousands, thanks to Volvo and TuneIn. That said, the spot recall is 100%. What about the advertisers using radio during a long holiday weekend? Um ...

Seven Reasons Why A Sales Manager Can Fail

High turnover. Low sales. Unmet quotas. Disloyalty. Pressure from executives. These are just a few of the outcomes when sales managers fail. In this Media Information Bureau installment from expert sales training coach Barrett Riddleberger, some of the reasons GSMs don't succeed are offered.