Survey Says: Big Shifts In Consumer Expectation and Trust

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.
Shopping

The Surprising Resilient Retailer, And Advertiser

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.
Michael Rudd

Sports Radio Listeners Unleashed

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.

Three Key Methods To Quickly Shorten Your Sales Cycle

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?

Can You ‘Fix’ An Unmotivated Sales Rep?

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.

How to Hire, and Keep, the Right People

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.

Ten Smart Questions To Ask Your Top Sales Candidates

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."

The One Sales Rep Candidate To Fully Avoid

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.

Three Hidden Issues That Could Impair Your Sales Reps

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.

Seven More Qualities Of A Great Sales Coach

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.

How People-Based Marketing Is Driving Change

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.

RBR+TVBR ENCORE: Unilever’s Safe Choice Is Radio

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.

Be My Sales Valentine? It Depends On Your Skill

Have you ever hired a sales rep to "hunt" for new customers, but they simply "failed miserably?" Expert sales coach Barrett Riddleberger knows all too well how much of a nightmare that can be for you, your team, and the gang upstairs in the C-Suite. In six short minutes, you could have a much clearer vision of who to bring in for this important role — and who to shy away from.

The Seven Qualities Of A Great Sales Coach

In this Media Information Bureau column from expert sales coach Barrett Riddleberger, seven qualities he's experienced and observed of great sales coaches are outlined. "Coaching your reps is the primary function of your job," he implores. "It’s the best pathway to achieving the sales quota."

Enter The Matrix: Ad Spend Flat In ’17, New Study Shows

There's a new entity that has jumped into the arena of ad spending reports, and according to its key findings, overall ad spend remained relatively flat from 2016 to 2017. The assessment of the year in ad spend comes from Matrix Solutions' first annual Advertising Spend Report. 

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