Sales & Marketing

Are women better communicators than men? A recent study at the University Of Maryland School Of Medicine found that girls have a higher level of Foxp2—a protein in the brain associated with language capabilities—than boys do.

In the 1970’s and 80’s, the company I worked for employed a programming consultant for our major market AM radio station. He was considered a top consultant in the industry at the time, with many years of experience advising the top stations in the country. Similar to other top consultants of the day, he was very precise on music selection and rotation. His strategies on music programming however, were based exclusively on his experience and perspective. For years, (when the competition among radio stations was much less than after the popularity of FM Radio exploded,) he helped many stations achieve great success. Predictably, he became quite confident that he was expert in knowing what audiences wanted from a radio station; in fact, he became quite cocky and inflexible in his direction to stations. This hubris almost destroyed our station. Here’s the critical lesson we learned that is especially relevant today for radio sales departments.

In sales, sometimes the best way to reinforce a key point is to have someone else do it for you. While selling locally, I developed the habit of scouring various trades with eyes peeled for articles that contained quotes by respected advertising executives that pertained to Radio for this reason. Besides lending additional credence to my POV, the quotes also provided an effective way to maintain my visibility between sales calls.

Digital broadcasting opens up all sorts of opportunities--and ways to add a profit. Deb Huttenburg shares the best ways to score

Yes, we know you're just back to the office from the Independence Day holiday ... maybe. Even so, parents and members of Gen Z are already budgeting for their back-to-school shopping. In Hawaii, school starts at the end of the month. Not long after that, students will be back to school in California, Florida, and other states. Are retailers set to see a bump in sales? Yes, says eMarketer.

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.

Radio and TV C-Suiters are obsessed with millennials. They've been credited with upending entire industries, says an eMarketer analyst, and retail is hardly an exception. He's penned a piece on what retailers need to know about attracting and retaining consumers from this consumer group. It could help you, too.

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.

NBCUniversal, MAGNA, and Identity have teamed together for a new research study released today that explores 'the full spectrum of diversity, and the role that brands play in acknowledging and amplifying cultural identification.'