If you have sales reps who claim to have a "hot prospect," only to find that the buyer can't or won't buy, this column is just for you. In this latest Media Information Bureau installment from expert sales trainer Barrett Riddleberger, five questions that you should ask your salespeople about each new opportunity are discussed and explained. It's great learning for your sales team!
"Your sales reps can differentiate themselves by asking great questions," says featured Media Information Bureau columnist Barrett Riddleberger. "However, the art of the follow-up question can really set them apart." With that, Riddleberger offers the following advice, meant for C-Suiters to share with their reps as a guide for improved sales performance.
With more choice, more access to information, and less incentive to be loyal, today’s customers are firmly in control of their relationships with companies. Understanding today’s customer has become increasingly difficult — both for advertisers using radio and TV and for the broadcasters themselves. That's why Salesforce developed its “State of the Connected Customer” report, and its second edition is now out. RBR+TVBR perused the report, and here are the key points.
Ahead of a busy Memorial Day holiday, our Editor-in-Chief went to his local mall -- the biggest tourist destination in Florida. The specialty stores had practically no foot traffic. But, there were shoppers in the mall. They were patronizing some active users of broadcast media advertising. This reinforces a report this week from eMarketer sharing data worthy of your time.
Mike Rudd is a sports marketing specialist, speaker, and an author of the book "Hot Dogs, A Little Marketing, and A Lot of Fun!" In this Media Information Bureau encore column, Rudd discusses the sports radio fan. Given the success of the Las Vegas Golden Knights and the NBA and NHL playoffs, Rudd's column could again be very timely for sports radio stations looking for extra dollars.
As more participate and contribute to social media, consumers are getting savvier by the day. As such, the company that thrives in this extreme vetting environment are the ones who boast salesmen who do not actually sell. Does this describe your broadcast media company's best clients?
Is it possible to fix a motivation problem with a sales rep? The Answer: "Sometimes," says expert sales coach Barrett Riddleberger. This depends on several factors, which Riddleberger discusses in this video podcast presented by RBR+TVBR's Media Information Bureau.
The age-old concern for just about every employer, Media Information Bureau columnist Kelly Orchard notes, is this: “Where are all the good candidates? Why can’t people just come to work and do their job?” Orchard discussed the topic with RBR+TVBR Editor-in-Chief Adam R Jacobson at a NAB 2018 Broadcast Leadership Training reception held Sunday night in Las Vegas as one of several unofficial opening events tied to the 2018 NAB Show. She took her ideas to paper, and pens this report on how to find the best person for whatever job you seek to fill.
Before hiring a sales rep, conduct an apples-to-apples job comparison, suggests pro sales coach Barrett Riddleberger. Line up the structure and activities of your sales job and your candidate's current or previous sales job. "Good interview questions enable you to do this," he says. Why? "It’s easy to assume your sales candidate facilitated the same sales process and had a similar sales culture if they come from within the same industry or sold a similar product."
Hiring great sales reps means weeding out bad ones — especially those who interview well and come highly recommended by others, expert sales coach Barrett Riddleberger often notes in his Media Information Bureau columns. Now, Riddleberger gets behind the camera in this video podcast to share an expereince he had with a client who was considering a top sales candidate.
If you have a sales rep (or sales team) that is not hitting their quota, this Media Information Bureau column from regular contributor Barrett Riddleberger is just for you. Anytime you have an underperforming sales rep, there is always a reason. The goal of the C-Suite? Find the source of the problem and remedy it, even if it involves the top executives.
In an earlier column, featured Media Information Bureau columnist Kelly Orchard proposed a diagnosis about radio people suffering from “adjustment disorder,” a treatable condition that in most cases is a short-term concern. "Keeping a positive attitude in a negative world is challenging!," Orchard notes. "But, those of us who are on the path to shake things up and make a difference consider those negatives new opportunities to grow." Now, Orchard suggests that in order to grow successfully, one must introduce methods in company culture, and properly adjust or adopt them to engage and encourage teams.
Frequent Media Information Bureau contributor Barrett Riddleberger enjoyed such a strong response from his last column on the top qualities that make a terrific sales coach that he's gone back to his laptop and pounded out another column. Without further ado, here are seven additional traits of a top sales coach, as noted by Riddleberger, an expert sales coach in his own right.
Marketers are searching for ways to solve these challenges, and are increasingly finding the answer in people-based marketing. As radio and TV stations seek to capture consumers via smartphones and social media more than ever before, a newly released report from Viant could provide valuable insights as to best practices in digital consumer delivery.
There's been a ton of press in the last week about Unilever, and how it's very concerned about the safety of its brand messages in digital venues including YouTube and Facebook. Our editor-in-chief has something to say to them, and by popular demand we're sharing it again with you as a Presidents' Day bonus: Radio is your safe place for your brand messages and the strong ROI growth you've been fretting about in the digital world.