Nine Reasons Why Your Top Sales Execs Exit

RBR+TVBR featured columnist Barrett Riddleberger too often hears stories about good companies who lose their top sales reps. "In most cases, this can be avoided," he says. Here are some helpful tips on how to accomplish this task.
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Back-to-School Shopping Spend Set To Sprout

Yes, we know you're just back to the office from the Independence Day holiday ... maybe. Even so, parents and members of Gen Z are already budgeting for their back-to-school shopping. In Hawaii, school starts at the end of the month. Not long after that, students will be back to school in California, Florida, and other states. Are retailers set to see a bump in sales? Yes, says eMarketer.

Can Your Stations Conquer Personal Care Communication?

Consumers of personal care businesses ranging from fitness clubs, salons, massage clinics, spas, beauty products and nutritionals prefer TV and direct mail over other media. That bit of sour news for the radio industry C-Suite comes courtesy of a new public opinion poll conceived and commissioned by LAVIDGE and Mosaic Multicultural. Here's some words of wisdom from our Editor-in-Chief to the radio industry C-Suites: Don't be defeated, as this is a great opportunity for you to prove these consumers wrong.

The Stupidity Of Online Advertising

Local businesses are increasingly turning to digital media to participate in what they believe are cost-effective solutions. Our Editor-in-Chief on Friday morning logged on to one e-mail account that features an ad window, and can easily refute this notion based on the "irrelevant" ads that popped up — including one for a hotel thousands of miles away that can only be explained in a way that makes online advertising "inane" and a waste of money.

Why ‘Qualifying’ Makes You An Awesome Sales Rep

In this latest Media Information Bureau column from expert sales coach Barrett Riddleberger, the concept of "qualifying" is discussed in detail. "Without question, qualifying is one of the most critical steps of the sales process," Riddleberger says. Here are eight reasons why this is so crucial to your sales team's ultimate success.

Is Contextual Ad Buying An ROI Dud?

While evidence exists in support of the benefit of contextually relevant advertising in aggregate, its benefits on return on ad spend (ROAS) for digital campaigns and unaided ad recall for TV ads is uncertain. Those are the findings of original research presented today by the Advertising Research Foundation (ARF) at its 2017 Audience Measurement forum, “Modern Measurement: Media, Models & Methods.” Is that good news for broadcast media?

Remembering Jack Trout: The Pioneer of Positioning

The iconic marketer died Sunday in Greenwich, Conn., at the age of 82. Trout worked for nearly three decades with business partner Al Reis, and did much to establish the concept of positioning as integral to marketing a product. Without Trout & Reis, perhaps the radio industry would look, and act, a bit differently today, RBR + TVBR Editor-in-Chief Adam R Jacobson notes in this remembrance of Trout.

How Many Of Your Ads Get Blocked? Um, Right …

Here's a question that every radio and TV sales professional should ask not only potential clients, but also those who have used traditional media — a.k.a. "old media" — for years. You may get a blank stare, or a giggle. But, RBR+TVBR Editor-in-Chief Adam R Jacobson believes it's an important question that illustrates a point the TVB and RAB may want to elucidate on: About 20% of connected adults always use an ad blocker, new research finds.

Another Way To Avoid The Wandering Sales Candidate

Hiring salespeople is difficult. In this latest installment in a series of columns from expert sales coach Barrett Riddleberger, he identifies once again a group of sales candidates who, when hired, fail to meet expectations. Yet, they all have one thing on common: they interview well.

Surviving the Upfronts in a Cross-Media World

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.

Beware Of The Golden Child

In a continuing series from expert sales coach Barrett Riddleberger, a group of sales candidates who you might hire, but fail to meet expectations, are identified. These candidates all have one thing on common: they interview well. "You struggle to hire good salespeople but experience frustration when they fail to achieve their sales goals," Riddleberger says. Here is another example of a type of sales candidate you’ll want to avoid.

Local TV Ad Buying: How Programmatic Is Changing Things

How are automation and data revolutionizing local TV ad buying? Atlanta-based Videa has some thoughts on the subject. "We offer order stewardship services, and avails are delivered to the buyer in seconds," Videa explains to first-timers seeking to learn more about its client solutions. Now, the Cox Media Group-owned programmatic TV marketplace has released a White Paper that suggests the shift to computerized client solutions is the new norm for any TV sales executive.

Should You Be Concerned About Short-Form Pre-Roll?

This week saw the NewFronts, the digital media version of the Upfronts. One of the presenters, Trusted Media Brands, announced seven new video series aligned with its Taste of Home, Reader's Digest and The Family Handyman / Haven Home Media properties. Thus, it stands to benefit from the success of digital media. It could explain why it has drafted a study suggesting that short-form pre-roll is set to grow in a big way. Is it "fake news," or is this something radio and TV broadcasters need to be concerned about?

Why Soft Auto Sales Present A Strong Opportunity For Radio

Slower automotive sales may be leading the way to softening ad revenue in radio, but the radio industry still has significant revenue opportunities in automotive. That's the key takeaway from a new report from The Media Audit. Noting that TV will attract one-third of all ad dollars in 2017, now is the time for radio to act. Learn how you can bounce back from new ways to attract local and regional dollars. We've also chimed in with an RBR + TVBR Observation on radio's automotive spots.

Never Put This Person In A Hunter Sales Role

Featured Media Information Bureau columnist Barrett Riddleberger has made a living out of identifying sales candidates who, when hired, fail to meet expectations. In this latest installment on the topic, Riddleberger offers more insight into why so many bad hires have this one thing in common: The job candidate rocked the job interview.

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