Selling without ratings: 2nd in a series (audio)
RBR-TVBR previously spoke with a Market Manager whose stations don’t subscribe to Arbitron ratings in a diary market. But is that a viable option...
Selling CPM: How to kill local media
Key take away for local media and the NAB, RAB, TVB and the NAA: YAHOO! relied heavily on page views, commodity content and CPM
Ten Reasons To Practice Your Pitch
Why did Michael Jordan shoot hundreds of free throws each week? Why do the best actors in Hollywood have acting coaches? Being the best requires practice, mentoring and coaching, says Ryan Dohrn. Here are 10 ways to make practicing your ad sales pitch better.
Hot Dog Stand Marketing Version of Sales: Volume 2
I love what I represent. A sports talk radio station. While I’m not a die hard “super fan” I do love the competition of sports, the teamwork
A future revenue model for radio?
What might the future hold for the radio revenue model in the next few years? Let’s face it—advertising is drifting towards new media and away from
Maximize success of your ad sales and traffic conversions
We have compiled a quick hit list of the 5 major steps you should consider to ensure success
Is Ad Industry Weakness A Media Industry Concern?
"We are in the midst of one of the strongest advertising markets in a while, yet advertising agency revenues are decidedly weak." That's an assessment of the advertising industry from Wall Street investment analyst Michael Nathanson, who has five key takeaways from NY Advertising Day to share.
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 ...
Push buttons on a car radio…and the social media
In the 1970’s and 80’s radio stations believed that to do well with in-car tuning they would have to occupy a preset button on...
A New Digital Strategy for Radio: Is Revenue Sharing for Me?
The short answer is
Part 6 – Sales 90 day Outlook
With the Back-to-School season on the horizon, the 90 Day Outlook for several clothing categories as well as Shoes brighten from June
Profitable Ways To Use Extended HD Radio Capacity
Digital broadcasting opens up all sorts of opportunities--and ways to add a profit. Deb Huttenburg shares the best ways to score
Client-voiced commercials: What
The Friday Poll Question for members of Radio Sales Café was a two-parter:
1) What percentage of your advertisers voice their own ads?
2) What are...
Teases that Blatantly Withhold Information
Count the number of works in the answer to your promise. For example, "Will it rain? We'll tell you tonight." The answer to this is either yes or no.
Beware Of Hiring The ‘Superstar’ Sales Rep
In this column, Barrett Riddleberger, CEO of xPotential Selling, reveals two critical pieces of information about an underperforming sales rep. If the manager had access to this information during the hiring process, they would not have hired this sales rep. Instead, they would have kept looking for a better sales candidate.