March In Miami: Fresh Ideas, Approaches to ‘Sales 4.0’


Are Your Presentations Getting Traction?

We’ve all heard it before — how you have to think “out of the box” if you want to run ahead of the pack.

But, how do you do that when you are also running up against yet another deadline and the kids are screaming for dinner? How can you stand out in a crowded room with others also looking to take dollars off the table? How can you find unique ways to position numbers and metrics that are available to everyone else? How do you make them dance? Perhaps most of all, how do you get through the door — literally?

If all you are doing is transactional selling, here’s a sobering thought. You may well be replaced by programmatic buying.

That is, of course, unless you have more to offer, starting with proposals that are compelling, unique, and, in the end, provide bigger and better results for your clients.

At the Hispanic Radio Conference, you’ll gain insight into some fresh ideas and creative approaches to “sales 4.0,” the kind of selling necessary in today’s new world of interaction and call platforms that combines online and in person strategies. It’s a session that will explore how unconventional selling tactics and making numbers “dance” to a better beat that brings them alive and relatable can still make a difference. Dust off any preconceived notions about selling in 2019 and learn how to think “out of the box.”

Angie Balderas is SVP for Entravision Communications, overseeing all operations and sales in the Sacramento market, which includes KXSE (Jose 104.3FM) and Tricolor 99.9 FM, as well as Country “101.9 The Wolf” and Rhythmic Top 40 “Hot 103.5.” She was previously Director of Sales for Sacramento-based Adelante Media Group.
Cecilia Jato Bitz is account director for Nielsen’s National Audio Services division. In this role, she develops and manages relationships with prospective and existing audio clients. She is responsible for providing Nielsen’s audio services and solutions for radio networks, program syndicators, producers, and podcasters. Before Nielsen, she worked for Univision in its Network Radio division.
Belia Paz is a market manager for Aerostar Marketing Concepts in Salt Lake City, overseeing most of the day-to-day operations at the marketing media company’s KNIV (Mi Preferida 104.7 FM) and KEGH Placer 107.1 FM). Before joining Aerostar Marketing in 2017, she was with Radio Rancho LLC in Boise.
Charlie Sislen is president at Research Director, Inc. Before joining Research Director, Inc. he was VP of marketing and research for Eastman Radio, a subsidiary of Katz Communication. During his 12 years at Eastman he sat on the Arbitron Advisory Council and headed up the RAB Goals Research Committee.


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