Intelligence Briefs

"The Right-Hand Rule of 3" is a simple technique for the Needs Analysis step of the sales process, says expert sales trainer Barrett Riddleberger. "The goal is to maximize the mutual value for yourself and your prospect," he says. "Therefore, when you get a buying signal from your prospect, here’s what you do."

At a women’s mentoring conference, veteran PR professional Rosemary Ravinal was paired with a young high-performing sales executive who voiced a litany of doubts about her abilities and accomplishments. She wasn’t alone. But, overcoming feelings of inadequacy can be accomplished, Ravinal shares in this column.

Leading economic indicators suggest an economic downturn is coming. But, what does that mean for media companies reliant on SMB ad dollars? Gordon Borrell points to radio's revenue trends as a sign the digital evolution is upon us — and it is only bound to get bigger in the coming months.

TV is the most important influencer at all stages of the purchase funnel. That's one of the top findings in the just-released "2023 Purchase Funnel Study" from TVB, which sought to identify the importance of media platforms in influencing consumers during the purchase decision process.

Introducing the latest potential threat to the radio industry's air personality: An entirely computer-generated simulation, now ready to entertain on a platform young people may gravitate to more than FM — Spotify. Should Radio laugh, or be genuinely concerned? This RBR+TVBR Observation says there's one key takeaway all in Radio should consider.

Data for the annual report, which compiles and analyzes the number of women in radio broadcasting who are rising to the ranks of management, shows progress in the ranks of female General Managers and Sales Managers. But, the MIWs say, the greatest challenge for women lies in Program Director/Brand Manager positions.

Samba TV has released The State of Viewership report that dives into the data it collected between July and December of last year. "The competition for attention is intensifying as more consumers shift viewership not just from linear TV to streaming, but between streaming services at will." What does this mean for broadcast television?

Audacy Corp. has teamed with Veritonic in conducting a study designed to how to make commercials "most effective," whether they be on broadcast or on-demand channels. What was the study's biggest finding? There are four key features maximize intent to purchase, recall, and brand favorability.

Spanish Broadcasting System (SBS) is seeing success with a "premium content investment report" with marketers — another way the Miami-based company founded by Raúl Alarcón Jr. and overseen on a day-to-day basis by President/COO Albert Rodriguez seeks to distinguish itself from the likes of TelevisaUnivision, Entravision, Audacy Corp., Beasley Media Group, Cox Media Group and iHeartMedia.

Thanks to a deal just signed between the two parties, the pairing of data from Cox Automotive with TV streaming data from Roku to better measure TV streaming advertising is now a possibility for auto marketers. The goal: For these spenders on auto advertising to better quantify exactly how advertising in streaming TV impacts web browsing, vehicle sales, and more.

If it were up to Republican FCC Commissioner Brendan Carr, it would be prohibited from use in the USA. The House Energy and Commerce Committee, has expressed its concerns, too. But, should Tik Tok be banned? One Conservative D.C. Think Tank says no, ahead of a just-announced on Capitol Hill by Tik Tok's CEO.

“Fake news” on social media, decried as a threat to democracy, is a subject nonresident senior American Enterprise Institute fellow Mark Jamison is speaking out about. He argues that giving users greater control of social media content moderation may be the best approach for ensuring misinformation is prevented from any mass dissemination.

Streaming video, social media, and gaming are helping to enable new business models and reshaping media and entertainment. But, Deloitte concludes in its just-released 2023 Media & Entertainment Industry Outlook, "the real story" for the coming year is that these three sectors are increasingly becoming more interdependent as part of a broader and richer media and entertainment ecosystem.

The 2023 Edelman Trust Barometer is out, and it reveals that business is now viewed as the only global institution to be both competent and ethical. How big is business' trust factor? It's huge.

What does magic have to do with public speaking? They are both about transformation, says veteran public relations executive and “Zoom expert” Rosemary Ravinal. "Done right, the spoken word can galvanize, inspire, empower, and move people to action," she says in this new column.