Radio sales teams chasing bigger commissions in a shifting media market have a new playbook to study. Marketing consultant and sales coach Harmony Tenney is putting two decades of selling lessons between covers, aimed at helping reps close larger deals.
Tenney’s The Ultimate Radio Sales Playbook: How to Close More Deals, Build Better Relationships and Earn Higher Commissions is now out, written for sales representatives and station managers who want to sharpen consultative selling and client retention.
She says the book offers sales teams psychological insights, strategies, and practical workflows for a competitive media market and highlights include step-by-step methods for mastering the sales cycle and closing high-value deals, tactics for building long-term partnerships with local businesses and non-profits, strategies for increasing commission potential through account growth, and techniques tied to today’s media landscape.
A previous Radio Ink contributor, Tenney was named a Streetfighter of the Year finalist in the 2019 Radio Wayne Awards, representing Saga Communications in Charlottesville.
She stated, “This playbook is designed to be a force multiplier for sales professionals.”
