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Sales Meetings

July 2014 - Identiying Quality Leads

July 2014 - Identiying Quality Leads

James Michelson is the Founder and Chief Marketing Officer of JFM Concepts, the creators of VDP Web and the author of Cross Media Marketing 101: The concise guide to surviving in the C-Suite. James spoke at Radio Ink's Convergence Conference in 2014 and has a unique idea for salespeople to identify and qualify the best possible leads that will convert into sales. LISTEN HERE.


June 2014 - Making Quality Appointments

June 2014 - Making Quality Appointments

This sales meeting podcast focuses on setting quality appointments. How many should you make every day and every week? How should you start off every Monday? How many times should you touch each prospect or client when trying to make that appointment. Matt Sunshine is a regular Radio Ink writer and EVP at the Center for Sales Strategy. Matt tackles all the issues surrounding making quality appointments HERE.


Do You Know How to Recruit Salespeople?

Do You Know How to Recruit Salespeople?

One of the biggest challenges facing managers in radio year after year is recuiting, hiring and keeping strong salespeople. Whether it's the way we pay, the way we train or the draw of a job more digital, most of the owners and managers we speak to on a daily basis are struggling to deal with this challenge. In our latest (40 minute) Sales Meeting Podcast, we address all of those issues with Matt Sunshine from the Center for Sales Strategy. Download our Podcast HERE


April 4th National Sales Meeting Podcast

Jon Horton spent four decades working in radio, including 10 years with Emmis and five years with Salem. He's the author of "The 22 Unbreakable Laws of Selling." LISTEN HERE


March 21 National Sales Meeting Podcast

Our guest was Wayne Ens, President of ENS Media, a company that focuses on helping salespeople sell more radio. Here's THE LINK.


March 14th National Sales Meeting Podcast

Our guest was Rob Adair. Our focus was recruiting and how to maintain customers. Rob Adair is the President of Pinnacle Solving. Adair is a former radio industry COO and Sr. VP overseeing 25+ stations and multiple major markets. HERE'S THE LINK


TV Always Gets The Buy Before Radio?

TV Always Gets The Buy Before Radio?

Most ad agencies we interview say when placing buys, Television will always come before radio. It's just a fact of life. TV is more glamorous. Agencies get to be more creative. They need to see pictures. At the same time, agencies rave about how quickly they can change their radio ads to meet the needs of clients. And they love the price (translation: we are cheap). In today's Sales Meeting Podcast, we speak to Drew Conklin and Guy Jacobssen of the Tombras Group. They are big fans of radio. So, we wanted to know if there was anything radio could do change the thinking that TV must always come first.


Charlotte Media Buyer Loves Radio

Charlotte Media Buyer Loves Radio

Nancy Haynes is a media buyer in Charlotte, North Carolina. If all media buyers loved radio the way Haynes loves radio, 7 percent of the advertising pie would be nothing more than a distant spec in radio's rearview mirror. In this week's sales meeting podcast, Haynes gives specific client success stories using radio.


Is Radio a Slave to The Quarter Hour?

In this week's Sales Meeting Podcast, we interview Tom Talbott, the CEO of Talbott Marketing. Talbott is a former radio salesperson who advanced through the radio ranks to General Manager before starting his own advertising agency.


"Radio Needs To Be Fearless."

"Radio Needs To Be Fearless."

In our continuing series of interviews with Advertising executives across the country, Buzz Knight spoke with Mike Sheehan who is the CEO of Hill Holiday. Sheehan heads one of the top advertising agencies in the country with a client list that includes Dunkin Donuts, Bank of America, Verizon and Chili's.


Understanding How Agencies Think

Understanding How Agencies Think

Like it or not, until radio changes the way it's rated, advertising agencies set the rules for how much money they spend with radio. To at least be considered for more of the buy, it's important to know what agencies think of us as a medium and you as a rep.


(AUDIO) Stop Apologizing For Being in Radio

In our (30 minute) Sales Meeting Podcast we spoke to Paula Hambrick. Hambrick is the CEO of Hambrick and Associates, a very well-know and successful advertising agency in Chicago. Hambrick is a big fan of radio and spends a significant amount of money on the medium.


Challenge Your Salespeople to Win Every Day

Challenge Your Salespeople to Win Every Day

Veteran sellers Matt Sunshine and Sean Luce discuss how your salespeople can win every day they hit the streets. Salespeople need to be constantly challenged and trained to stay motivated. Our free Podcast will help them reach their goals. Download it now.





 
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