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Observations From The Road



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(10/26/2013 6:29:43 PM)   Flag as inappropriate content
IVUFxr Say, you got a nice post. Fantastic.
- NY
(3/26/2013 10:08:50 AM)   Flag as inappropriate content
As generalizations go, Bob, and given that spelling out specificities takes so long, I do tend to paint with a broader brush.

So, to be a little more specific: Indeed, there are many "pro" sales reps. However (and this has been so for my entire career), even the pro reps are given such tawdry product (spots) and limitations (management curriculae), that those who do as well as some do is an impressive series of events that does speak to professionalism and skill.

Given my expertise is in programming, I appreciate the knowledge, experience and insights the senior salespeople like Sean and others bring to the project.

Gawd knows my area (programming, presentation and commercial production) has been vacant of new and useful approaches for decades.

- Ronald T. Robinson
(3/25/2013 11:12:52 PM)   Flag as inappropriate content
Ron (who usually has good points) is saying that many salespeople are amateurs, and Sean is criticizing salespeople for using "packages"/thinking short term. Well, station owners and management are the ones who are month-to-month focused, and think short term- everything is based on "what did you do this month"?- So how can you possibly expect salespeople to then think long-term?! I respect though, that owners and managers sign Luce's consulting checks, so he certainly could not criticize them.
- Bob M
(3/25/2013 10:21:02 AM)   Flag as inappropriate content
Sean won't say it because 1. He doesn't have to as it is obvious anyway. and, 2.To say so won't make him any buddies within his potential market.

However, what he is saying is that we are working with and for Amateurs! The other unspoken premise is that reps have no trust in or enthusiasm for the products and services they are representing.

Our locally-produced spots get trumped by just about anything scribbled for a Kijiji insert. No steps are taken to correct these atrocious radio examples of actual advertising, That understanding tends to drive any sales efforts as being only exercises in developing a little short-term cash flow. And good luck the next time. (I mean, sometimes even the drek works.)

Excellent, necessary and sobering comments, Sean.

- Ronald T. Robinson


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