4 Quick Questions to Answer Before Discounting

You wouldn’t sell a $300,000 house for $250,000. Or would you?

Give a Station a Fish……

…give them a hook, line and sinker and show them what to do and they eat for a lifetime.” Hook, line and sinker – aka “digital tools” in the 21st Century, are the building blocks which stations

Fastest way to add revenue with co-op: add a specialist

RBR-TVBR exclusive: There’s money in co-op – big money. Our contention in the first column of this series was that incremental sales from co-op...

Use newspapers to swim against the tide

The recent Veronis Suhler Stevenson five-year outlook on communications revenues sees the technology challenge as the greater of the two for traditional media outlets like television, radio and newspaper.

COVID-19’s Positive Household CPG Sales Bump Continues

Overall household CPG spending experienced 17% year-over-year growth in June 2020. It follows a healthy jump in year-over-year spending seen in May, and with increased COVID-19 concerns in hot spots such as California, Arizona and Florida, July could be shaping up to be another big month for a category ripe for radio and TV advertising.
Paul Weyland

How to open up a can of pink slime and pull out a great...

I used to help emcee Spamarama™, the world’s largest tribute to Potted Pork Products here in Austin, so I know something about pink meat...

How to help automotive dealerships in 2011

After a couple of the worst years in automotive history, (2009 was the worst year for automotive sales in almost 30 years) 2010 proved to be somewhat better

What makes a good Local Sales Manager?

The impact of a Local Sales Manager on station growth and market growth cannot be overlooked.  This position should not be set up as...

Take Risks With Your Commercials

Every day you can see and hear commercials that were created by committee. These, says Jeffrey Hedquist, are commercials that sound like … well, commercials. "They make you want to change the station, or at best, ignore the message." His recomendation? Take a few risks.

When to ask for the order

Closing is simply the art of using subtle methods to look for buying signals (interest or lack of interest in your proposal), draw out any and all objections and leave with an order. Here are some closing techniques
Rod Schwartz

Finding and Keeping A Great Salesman

Six years ago, Seth Godin noted the difference between the perception and the reality among professionals regarding their allocation of time in operating their business.  He used professional photographers to illustrate his point that managing time and resources involves trade-offs, but it certainly extends to entrepreneurs and leaders in any field. We revisit his points today.

30 Contest Ideas Test

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Death of a Salesman

Three people entered the meeting: The radio salesperson (sorry,

Making a Groupon-style revenue sharing work for your clients

Groupon is making billions...so why aren’t you?—Part III. Revenue sharing programs for radio stations enjoy remarkable success because of this simple idea: folks love...

The Three-Minute Drill

You are meeting with the owner of a chain of regional convenience stores. It’s going well until you reach the final bullet point of your presentation, your station’s Website. Interactive was