Radio Sales Café

A networking site for Radio advertising sales professionals.

Kathi
Kathi
  • Female
  • Yuma, AZ
  • United States
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Kathi's Friends

  • Tom
  • Jackson Douglas
  • Lane Clark
  • Connie Henley
  • Christy Brock Lewis
  • Bill Bailey
  • Cody Beeson
  • Walter gonzales
  • KC Hoffman
  • Michael Mendelssohn
  • Buffy Daum
  • JJ Waters
  • Chris G Lytle
  • Mark Levy
  • Matt Urban

Kathi's Discussions

Negotiation

Started this discussion. Last reply by Keating Willcox Jan 11, 2011. 2 Replies

 In our sales meetings we have been working on negotiation skills. I often hear and see Account Managers shifting the power in the meeting away from them by being overly apologetic, getting too…Continue

 

Kathi's Page

Latest Activity

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Kathi replied to Rebecca Schwartz's discussion 'Friday Poll: Do You Invite Your Clients to Speak at Sales Meetings?'
We have not done this here yet...but I love the idea and we will be doing this soon :)  The Industry spotlight and Agency Q and A are great!
May 16, 2011
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Keating Willcox replied to Kathi's discussion 'Negotiation'
Also, a book called…
Jan 11, 2011
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Keating Willcox replied to Kathi's discussion 'Negotiation'
Power Negotiating by Roger Dawson. Don't get win-win negotiating unless you want to die broke...
Jan 11, 2011
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Negotiation

 In our sales meetings we have been working on negotiation skills. I often hear and see Account Managers shifting the power in the meeting away from them by being overly apologetic, getting too excited, talking past the close, easily giving concessions, formally addressing the client out of respect without receiving the same back, etc.  If any one knows of an article outlining the mistakes sales people make that give up their power in the negotiation, or do's and don'ts for maintaining equality…See More
Discussion posted by Kathi Jan 10, 2011
2 Comments
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Kathi replied to Rebecca Schwartz's discussion 'Friday Poll: Sales Advice'
I had a few key pieces of advice... Bill Bailey- Learn the 85, 65, 50 rule and get the heck out of the month by the 15th or you are doomed for the next month! He also said, as much as you wish it was more than a numbers game, it's not. The more…
Apr 16, 2010
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Kathi replied to Rebecca Schwartz's discussion 'Friday Poll: Gas Trades'
I have worked in other markets where we did inconsistent trade for the sales team (sales incentives and contestinf prizes), but we do not currently trade for gas where I am now. I do not believe it is out of the question though.
Apr 16, 2010
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Kathi replied to Rebecca Schwartz's discussion 'Friday Poll: Advertising Your Station in Other Media'
We also trade with the paper and try to cross promote with our local television stations on specific events. Our market is very small 6 total radio stations (of which we own 3). We use facebook for all three stations and we also have a more client…
Apr 16, 2010
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Kathi replied to David Birnie's discussion 'Cash Cube Ideas'
We had a "money machine" when I was in Jacksonville. We used to build the "cash" into the remote fee and we'd upsell clients to have it at remotes. We did okay with it, but Id think it would be better served as a sponsorsble…
Feb 17, 2010
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Kathi replied to Rebecca Schwartz's discussion 'Friday Poll: Top 3 Business Categories You'd Like to See on the Air'
This is my list too...if you learn that code to crack them, let me know. Chiropractic, HVAC and "Geek Squad" type business are also on my list. If you have had success with any of these, I would love to hear how you did it! Kathi
Feb 16, 2010
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Kathi replied to Rebecca Schwartz's discussion 'Friday Poll: Top 3 Business Categories You'd Like to See on the Air'
If you are in Florida, it is quite difficult to get radio approved for attorneys through the Bar, they say it is "too pursuasive." Seems that if your attorneys are able to get approval it will be wildly successful for them. It is hard to…
Feb 16, 2010
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Kathi replied to Julie DeBoer's discussion 'Eye and ENT Specialists'
Cause marketing is always a plus when working with anything health care related. Obviously one campaign cannot focus on all of the areas of expertise in their practice, so when you find the one that makes them the most money that most closely…
Feb 15, 2010
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Kathi replied to Michael Mendelssohn's discussion 'iCanAttitude - Interviews Requested'
We recently brought Michael to Yuma in partnership with the Small Business Development Center at Arizona Western College. We had more than 80 professionals in our session. We have had nothing but positive feedback about this event. We were excited…
Feb 15, 2010
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Kathi replied to Michael Mendelssohn's discussion 'BrandsFormation'
I recommended this to a new client today! Love this book!
Feb 13, 2010
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Kathi replied to Rebecca Schwartz's discussion 'Friday Poll: Regarding Cell Phones'
We have iPhones. We luh-ove them! I love everything my phone does, especially love the app store, gps, iTunes, iPod, ease of use and the touch screen that I can adjust by piching across the screen! I hate that it doesn't have flash so I…
Feb 9, 2010
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Kathi is now a member of Radio Sales Café Feb 4, 2010
Welcome Them!

Profile Information

What radio station/company are you with?
El Dorado Broadcasters-Yuma
KTTI-FM
KQSR-FM
KBLU-AM
How long have you worked in the radio sales industry?
Since 2/2001

Comment Wall (6 comments)

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At 12:12pm on February 5, 2011, TomTom said…

Hi Kathi,

Just wanted to say hi, I live in Colorado but i grew up and graduated High School in Yuma!  Just thought that was crazy what a small world this is and wanted to say hi.

At 5:35pm on June 1, 2010, Jackson DouglasJackson Douglas said…
hello Kathi, thanks for adding me
say hello to my friends in Yuma
cheers!
At 4:04pm on February 15, 2010, Matt UrbanMatt Urban said…
Hi Kathi,

Thanks for your post. Yes, it is still a lot of fun here. Know anyone still in Jacksonville that would be a good rep?
At 5:08am on February 10, 2010, Jingle Jim ReillyJingle Jim Reilly said…
Kathi,

I still need your email address for the sales tip newsletter.

Jim Reilly
Americanjingles@aol.com
At 9:59am on February 5, 2010, Rod SchwartzRod Schwartz said…
Hi, Kathi -

Welcome to Radio Sales Cafe! Glad to have you join us.

Happy 9th anniversary in radio advertising sales!

-Rod
At 7:30am on February 5, 2010, Jingle Jim ReillyJingle Jim Reilly said…
Kathi,

I've created lots of client jingles for Jeff Harris in Yuma.

I send out a radio sales tip newsletter called The Jingle of The Week. If you'd like to get a few great ideas every Monday morning, send me your email address and I'll hook you up.

Jim Reilly
American Music Concepts
P 732-255-1504
AmericanJingles@aol.com
 
 
 

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