The Best Way to Evaluate a Sales Candidate

How do you evaluate a sales candidate? A resume, background check, and interviews are indeed important elements of your hiring process. However, expert sales training consultant Barrett Riddleberger says one needs to do more than ask questions.

‘Automated, Performance-Based Media Buying’ For Local TV

The company gaining attention for its "cross-screen, multi-touch attribution" across all linear and digital television content has partnered with the cloud-based SaaS platform used for media buying and media planning developed in 2016 by Hudson MX.

The Media Sales Organizations Deemed ‘Most Trusted to Deliver on Promises’

How trusted are media sales organizations to consistently and reliably deliver on their promises, whatever those promises may be? The Myers Report from media ecologist Jack Myers has some intriguing answers. For Myers, companies that prioritized trust and reliable ratings delivery are more likely to capture market share in the challenging COVID-19 era and beyond.

News, and Holy Content, Getting A COVID-19 Consumer Boost

Insightful information from tele-journalists, and a little bit of prayer, are apparently driving consumption of television in the wake of the novel coronavirus pandemic. That's the key finding from newly released research conducted by 605.

RBR+TVBR ENCORE: ‘Survival Strategies’ For Radio Advertisers

Eric Rhoads, founder of Radio Ink and Chairman of Streamline Publishing's Radio + Television Business Report, last week recorded a podcast with marketing guru Jay Abraham expressly designed for radio industry executives and sales professionals to share with clients. We're pleased to share it again, as it offers you 20 minutes that could positively change your station and your clients.

Five Great Sales Pro Role-Playing Tips

"Take your sales meetings to the next level with stellar role plays," says expert sales trainer Barrett Riddleberger in this latest column. Try these five ways "to rock role plays with your sales reps" and see what the results are. They just may provide a spark with a lagging AE.

Eight Key Questions For Sales Rep Performance Evaluations

When observing your sales reps, you need a process, says expert sales trainer Barrett Riddleberger. Why? As he explains in this column, "accurate evaluation" leads to proper diagnosis and training. "Here's a column that can really help," he says.

TV Trends and Consumption: The Global View

The "New On the Air" Conference is a little-known event for U.S. media industry executives. Nevertheless, it is an event that sees representatives from French outfit Glance review TV trends and consumption on a worldwide scale. Research released Thursday at NoTa confirms that "catch-up and preview viewing for television programs can significantly add-up in the ratings."

Smart Questions To Ask Before Recruiting Your Next Sales Rep

Want to hire great salespeople? Expert sales trainer Barrett Riddleberger recommends you answer these questions before you recruit your next sales candidate. "Defining your sales role first is critical to the hiring process," he urges in this freshly penned column.

Spot Repetition: A Good Thing, Until It Turns Bad?

How many times have you had to endure that one commercial when accessing an audio stream on a popular app? For our editor-in-chief, its in the thousands, thanks to Volvo and TuneIn. That said, the spot recall is 100%. What about the advertisers using radio during a long holiday weekend? Um ...

Seven Reasons Why A Sales Manager Can Fail

High turnover. Low sales. Unmet quotas. Disloyalty. Pressure from executives. These are just a few of the outcomes when sales managers fail. In this Media Information Bureau installment from expert sales training coach Barrett Riddleberger, some of the reasons GSMs don't succeed are offered.

Add This, And You’ll Hire Better Sales Reps

"Don't get fooled by another sales candidate," says expert sales trainer Barrett Riddleberger. "Uncover the truth about their capacity to perform." This Media Information Bureau installment gives you the answer to what you're missing in your hiring process, he promises.

Four Simple Steps For Upselling Your Clients

Upselling is vital to leveraging more sales with your existing customers, says expert sales training leader Barrett Riddleberger. But, apart from simply asking for more business, what is the goal? This column offers an answer, along with a four-step strategy to intelligently upselling your customers.

Beware of the ‘Tricky Sales Candidate’

"Don't get fooled by this sales candidate," expert sales training consultant Barrett Riddleberger warns. "They look great in the interview, but the trouble starts once you hire them." Here's what your GSM should look out for, preventing any earnings disappointments.

Ten Tips On Excelling As A Sales Pro

Looking to get your sales reps selling more in the new year, or during the holiday season? Expert sales training coach Barrett Riddleberger checks in with 10 things one can do to become a better salesperson ... right now.
Font Resize