How To Handle Rejection
(By Rick Fink) We all dread it; we've all heard it - "no." Very often, the only difference between a very successful and unsuccessful salespersons is their ability to handle rejection. Handling rejection on one sale depends on another: how you sell yourself on you.
Want To Sell More Radio? Get Heavy
(By Marc Greenspan) Maybe you saw the recent news that radio's audience outpaced TV for the first time in media history. So how does radio sales capitalize on that? You have to get 'heavy.'
My Magic Sales Words And How To Use Them
(By Pat Bryson) You've probably been in a buying situation where the salesperson made you uncomfortable. Perhaps that seller was a bit too slick. Perhaps they used technical terms you didn't understand.
Cut Units & Grow Revenue (Yes, I’m a Programmer!)
(By Gary Berkowitz) Let me start by saying I am not a radio sales expert. As a long-time programmer, I like commercials. But let me share a story that sums up radio's “elephant in the room.”
Bootlaces: The Real Silver Bullet Of Sales
(By Loyd Ford) If you are a sales manager or market manager, maybe you hope for a miracle cure in these headlines every Monday. The best leaders know the truth and it's what history's best military generals have known for centuries.
“It’s Your Ear More Than Your Eye”
(By Jeff McHugh) So said CBS 60 Minutes creator, the late Don Hewitt. Here are some pro tips on the effective use of sound from successful shows on television, radio, and podcasting.
Country Radio’s Revival
(By Mike McVay) When the Country Radio Seminar (CRS) wrapped-up a week ago, more than one person commented on how they wished all formats had such a valuable learning and sharing experience.
Radio Observations From Abroad
(By Buzz Knight) I have just had two unique opportunities to observe the radio outside the US. Here are specific differences I noticed in these brands compared to US brands:
Marketron Opens Radio’s ‘Restricted’ Digital Horizons
Cannabis, CBD, gambling, alcohol, and political - what's the best way for radio's digital divisions to advertise these restricted categories? Marketron wants to show sellers how to make the most of these opportunities.
Two Shows Expand ‘The Truth’ In Milwaukee
Good Karma Brands Milwaukee is shaking up the lineup 101.7 The Truth (WGKB) starting April 3. The black-talk station is Milwaukee is adding two new shows to mornings and middays on the current weekday schedule.
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