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.
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.
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.
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."
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.
The just-released Connected Audience Report, from SalesForce, takes an up-close look at how audio and video are being consumed. How are these preferences impacting your business? What does it mean for your future growth? Talking points for your company's evolution may lie within, and we've reviewed the key highlights for you.
Your top sales representative is bringing home the bacon. They are a true catalyst for growth at your radio or TV company, and the C-Suite knows it. What's the smartest reward? Media Information Bureau featured columnist and sales training coach Barrett Riddleberger says it isn't a promotion. In fact, giving this sales star the title and duties of sales manager could be a fatal error, he says in this video report.
Research conducted by Media Information Bureau columnist Barrett Riddleberger, an accomplished sales training consultant, shows that there is a psychological "ideal" for a Hunter sales rep. He's now offering a template for hiring sales superstars, and RBR+TVBR Members can download it by clicking here.
You've just had a great meeting with a local direct client. The last words you heard from the client were, “That sounds great. I think we can do this. Just let me take care of a couple of things first and I’ll get back to you within the week.” The days come and go … and there's still no call back. You write an email. No reply. You call back and get voicemail, so you leave a message. Do you begin panicking? Further outreach yields no response. What happened? Here's what sales consultant Paul Weyland has to say on the matter.
Has your station fallen victim to one of the biggest reasons listeners tune out? No, it's not a lousy hit record from a superstar that's one big "stiff." Rather, as guest Media Information Bureau columnist Stuart Dornfield notes, it's likely your commercials. Let's face it: Many radio spots stink. Here is some advice on how to remedy that problem.
The 2017 edition of the PwC Sports Outlook, which updates PwC’s perspective on the sports industry, including recent results and potential opportunities and challenges to future industry growth, has been released and is now available for public consumption. This year’s edition refreshes PwC's five-year revenue forecasts through 2021 within four key segments of the North American sports market: media rights, gate revenues, sponsorship, and merchandising. Here are all of the details, as your media properties may include broadcast stations that offer sports talk or sports play-by-play -- and may account for a significant portion of your company's quarterly revenue.
There's an AM/FM combo in West Central Iowa that has been singled out for its success, in many ways, by Media Information Bureau columnist Ken Benner. These stations have not only achieved perfect scores in alternative broadcast inspection program (ABIP) inspections, but are also fiscally fit and community leaders. Benner recently asked the stations' owner, Mike Dudding, what his secret of his success has been. Here's what Dudding had to say.
"Hey, can I see you for a minute?" It's the one question many broadcast media professionals don't want to hear and tremble with fear when summoned to the boss' office -- in particular, right before the holiday party they won't be attending. Pink slips, rather than holiday bonuses, are a business reality. RBR+TVBR Editor-in-Chief Adam R Jacobson has experienced it, too. But, he says, this is also the perfect time to hunt for work. Here's how his ingenuity led him to a career covering radio, and a career not covering radio, for a decade.