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.

Finishing on a High Note

As was discussed last month, the beginning of the radio ad is the most important part and must be used to engage listeners and get them excited and interested for the rest of the ad. Once you have engaged your listeners you will need

Dealer No Deal

The following is a true story. It’s a story from a consumer’s perspective, not a consultant’s perspective (although I’m sure I won’t be able to resist a rant here or there). I believe the story clearly illustrates a number of important factors
Wayne Leland

Selling without ratings: 3rd in a series (audio)

After listening to the first half of our interview with Saga’s Wayne Leland, several subscribers have been anxious to hear the rest of what...

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.

Are consumers downshifting for good?

Two studies came out this past week in bang-bang succession. They go beyond the observation that consumers are cutting back on expenditures in the face
WIXY-FM 100.3

Selling without ratings: 1st in a series (audio)

Amid complaints that radio has become a commodity business, with agencies buying GRPs rather than the best stations to convey their client’s

Seven More Qualities Of A Great Sales Coach

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.

Cutting DSO: A Good Defensive Strategy for Tackling the Economic Downturn

The beach umbrellas are back in the shed, the kids are back in school and the NFL is

Is podcasting right for your marketing plans?

Podcasting can be a powerful and compelling component in an advertisers’ marketing efforts -- but no two advertisers need to approach podcasting in the same way (and there's no real "right" or "wrong" way to use podcasting.)

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.

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."

Local involvement for the good of the community and the station bottom line

There has been an ongoing discussion for years now about radio stations and how they are not locally involved with

Success with new media begins with commitment

There continues to be as many questions as solutions swirling around radio concerning the best approach for integrating new media with traditional media offerings....

How to Supercharge Sales by Giving Your Process ‘Shock Therapy’

Sales is a not a single act, it is the result of a set of processes