Can A Sales Leader Be A No-Experience Rookie?

Can a non-sales person lead a sales team? Of course, says sales training expert Barrett Riddleberger. Many companies have leaders over sales teams that have never made a sales call in their life. In fact, many small business owners are the sales managers of their sales teams and have never been a sales rep, either. In this column, Riddleberger shares three reasons why, in his view, experience matters.

Better Conversations Equal Better Ad Sales

To stay abreast of the latest in ad sales training, Ryan Dhorn often listens in on fellow sales coaches to learn and observe.  "What seems so odd to me is the lack of common sense in what is being taught today," he laments. Here, Dhorn shares why the need to "perfect your pitch" is so off base that he's amazed that people still try and teach this age-old way of selling. 

TV Media Sales: Good, But Room For Improvement

What's the state of TV Media Sales? AdMall's 8th annual white paper on the subject is out, and it finds that the state of the industry is good year over year. But, there's a lot of room for improvement. How so? Some 44% of managers failed to meet their sales goal in 2017.

Seven Solutions For Fixing Underperforming AEs

What do you do when your sales reps fail to meet their quotas or fail to meet your expectations? Uncovering the root cause and applying the right solution is critical, expert sales trainer Barrett Riddleberger notes in his latest Media Information Bureau column. His advice could spark your sales team's performance just in time for the busy holiday season.

Critical Steps To Take Your Brand From Purpose To Profit

Profit — it's the No. 1 goal of every radio and TV advertiser, and of every radio and TV station owner. But, what if you've just relaunched a radio station? There's certainly been some thought into the execution of the format change, and the expectation of what will come in 12 months ... right? If that's not happened, perhaps these "10 critical steps" from Simon Manwaring can help bring riches to your newly launched product.

Six ‘Commercial Ruts’ To Avoid

On Thursday RBR+TVBR offered commentary from Editor-in-Chief Adam R Jacobson on how the biggest problem with TV and radio spots may be content-related. Today, Jeffrey Hedquist offers his thoughts on how to make an audio commercial bring greater ROI for the advertiser. "If your commercials sound like commercials," he says, "listeners will probably ignore them."

Dear CMO: It’s Not The Spot, It’s The Creative

Among the news stories that caught Editor-in-Chief Adam R Jacobson's attention on Thursday morning was a report out of the U.K. involving Channel 4, a major commercial broadcaster. It held a "summer upfront" on the Fourth of July, and the channel is trying out "a new linear ad format," The Wall Street Journal reports. Marketers may be salivating, but our editor argues that there's nothing wrong with the :30 or :60 — except the content.

Five Qualifying Questions For Your Sales Reps

If you have sales reps who claim to have a "hot prospect," only to find that the buyer can't or won't buy, this column is just for you. In this latest Media Information Bureau installment from expert sales trainer Barrett Riddleberger, five questions that you should ask your salespeople about each new opportunity are discussed and explained. It's great learning for your sales team!

Ten ‘Awesome’ Follow-Ups To Get Buyers Talking

"Your sales reps can differentiate themselves by asking great questions," says featured Media Information Bureau columnist Barrett Riddleberger. "However, the art of the follow-up question can really set them apart." With that, Riddleberger offers the following advice, meant for C-Suiters to share with their reps as a guide for improved sales performance.

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.

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.

Sign up for free to get:
The Daily Intelligence Report delivered to your inbox.

RBR+TVBR delivers complete broadcasting news analysis and our famous observations.