Sales & Marketing

All Broadcast Associations are here to serve their members. We often need to react to what’s happening in our industry by providing new services that will help radio and television broadcasters navigate through concerns. In my recent visits with stations in Missouri, nearly every general manager voiced a common area of need; more sales people and good sales managers to lead them. The strength of a sales team and the revenue it produces is often dependent on the strength of its managers. This has led the Missouri Broadcasters Association to begin planning for an on-going sales manager training for our members. Stations must be able to attract good sales managers in order to hire good sales people. What does a good sales manager want in their place of employment?

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.

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

Oscar Wilde nailed it on the head when he spoke these words: "Be yourself. Everyone else is taken." Everyone can take these words their...

RBR-TVBR exclusive: Recently, a number of industry publications have pointed out that High Definition (HD) advertising is lagging far behind Standard Definition (SD) advertising,...

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.

Sales is a not a single act, it is the result of a set of processes

To stay abreast of the latest in ad sales training, Ryan Dhorn often listens in on fellow sales coaches to learn and observe.  "What seems so odd to me is the lack of common sense in what is being taught today," he laments. Here, Dhorn shares why the need to "perfect your pitch" is so off base that he's amazed that people still try and teach this age-old way of selling. 

Is getting a sale as good as getting "the sale"? Sales pro and Media Information Bureau contributing columnist Barrett Riddleberger says no. Why? You may have had one of our AEs sell something, but they could have easily left more on the table for the buyer to consider, while leaving dollars on the table. 

The one thing every radio advertiser wants is results. It follows then that Radio’s promise to clients must be

Now in their seventh year, the digital upfronts continue to shake up the media and advertising industries. But, the relatively novel concept of online TV audiences is still uncharted territory for most buyers. Many still have questions about how to most effectively allocate dollars across TV and digital media. A June 2012 report from comScore remains relevant, and we've traveled into the RBR+TVBR archives to present it once again for our members.