Would it surprise you to know that I hear this question from radio salespeople as much as the advertisers they’re trying to sell? Provided your station has a reasonable number of digital offerings, how would you answer the question? It should be a goal of every station owner and manager to make sure there is […]

If you’ve never seen this classic sketch it’s worth the six minutes. Bob Newhart’s message to his patient on her self-destructive behavior was simple; stop it! When it comes to selling cheap ad packages, we should heed the same advice; stop it! For as long as I’ve been working in media, stations have churned out […]

As any radio salesperson who’s ever worked for me will tell you, I hate coverage maps. They have killed more sales than they’ve ever made when clients decide that the circles they see on the page are either too large or too small for their needs. Equally as challenging, salespeople often limit their prospecting activities […]

As sales people, we’re always looking to a new way to engage prospective customers. In the “olden days” we’d make a cold call and ask to meet them so that we could about their business. We’d tell them about our stations and hopefully get the chance to come back with some sort of sales package. […]