How to Hold Your Salespeople Accountable

"Never let the inmates run the asylum," warns expert sales trainer Barrett Riddleberger in this latest Media Information Bureau installment. In this column, Riddleberger provides details on how sales managers and those in the C-Suite can learn how to effectively hold their sales reps accountable.
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Media Polarization and the 2020 Election

As the U.S. enters a heated 2020 presidential election year, a new Pew Research Center report finds that Republicans and Democrats place their trust in two nearly inverse news media environments. What could this mean for your broadcast media station, and the implications on ratings and long-term ad revenue?

Spanish Or English? Try Both For Reaching Latino Consumers

A new research report shows Latino respondents showing preference to digital and social channels over traditional mediums. The study also sheds light on the great debate of whether Hispanics in 2020 prefer their content in English, or Spanish. The answer: Why not both?

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 ...

Pandora’s Latest Plan To Drain Radio’s Ad Dollars

Understanding "the contextual affinities and nuances" of every radio market in the U.S. is key to connecting with listeners "in a mindset that matters." Yet, it is not a radio group but SiriusXM-owned Pandora that is telling potential marketers and advertising clients key facts about listeners in markets of all sizes. It's just another slap in the face of an industry that still doesn't get it, our editor-in-chief opines.

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.

An Ex-L’Oreal and Colgate-Palmolive Marketer Wants You To ‘SeeHer’

The Association of National Advertisers (ANA) has selected a prominent marketing and media executive as the first president of SeeHer, the organization's movement for gender equality in advertising, marketing, and entertainment. It's an individual with stops at L'Oreal and Colgate-Palmolive on her resume.

Benner On Washington: ‘A Mock Inspection Program Redux

As we enter the 25th year of the existence of the “FCC Compliance Certification Program,” Media Information Bureau featured columnist Ken Benner argues that the program deserves "a realistic review of its history of licensee protection from massive fines, fees, forfeitures and most significantly, legal expenses."

Add This, And You’ll Hire Better Sales Reps

"Don't get fooled by another sales candidate," says expert sales trainer Barrett Riddleberger. "Uncover the truth about their capacity to perform." This Media Information Bureau installment gives you the answer to what you're missing in your hiring process, he promises.

QSR’s Big Money Order For Mobile

Traditional media channels will get more than half of QSRs’ spend in 2019, new research from BIA Advisory Services notes. However, most of the growth in local ad spend will come from digital media channels. Where does that leave broadcast radio and television?

ViacomCBS: Stuck In The Middle?

While there are costs and revenue synergies to be delivered and assets to be divested, Wall Street analyst Michael Nathanson thinks that the structural pressures facing the industry will negatively weigh on ViacomCBS’s basic and premium cable networks as cord cutting and the attendant pressures likely accelerate. With that said, there is one big unresolved issue facing ViacomCBS.

The One Person You Won’t Want As A Sales Hunter

If you're hiring a sales rep to prospect for leads and acquire new accounts, then don't hire this type of person, warns expert sales trainer Barrett Riddleberger. "Unfortunately, they look like a great candidate, so it's really difficult to know from just an interview," he says.

A Salute To Alabama Broadcasters … and Larry Wilkins

Over the past 50 years and thousands of station visits, Ken Benner has encountered the best and worst among the broadcasting industry. Past columns were focused on the premise that the most professional individual at the top of this list is one willing to share unselfishly his talent and experience with his/her colleagues, he says. "I suspect I have found the individual at the top of this list."

CES 2020: A Wieser View On ‘Invisible Revolutions’

Among the many attendees at the 2020 Consumer Electronics Show in Las Vegas was Brian Wieser, Global President for Business Intelligence at GroupM. In this column, Wieser notes that there was no shortage of new gadgets at CES 2020. But, do any have a potentially positive -- or negative -- impact on broadcast media?
Wall Street / Trading Floor

A Pivotal Take On MVPD’s Slumping Fortunes

What are the major investment themes for the Internet, Media & Communications sectors investors should be aware of across 2020? Jeffrey Wlodarczak, Principal and Entertainment/Interactive Subscription Services Analyst at Wall Street firm Pivotal Research Group, has highlighted where he sees the best long and short opportunities based on these themes.

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