Posted by Rod Schwartz
Celebrities are paid handsomely for endorsing products and services; the bigger the celebrity, the larger the fee. Whether a celebrity endorsement is worth the sizable extra investment is debatable. It's one thing to ha Read More...
Posted by Spike Santee
Are your salespeople getting the training they need to achieve their career goals with your company? According to a worldwide study of over four thousand companies in seventy different countries across twenty different Read More...
Posted by Spike Santee
Group meetings are just one of the Four Formal Methods of Communication in a Professional Organization. As a leader within your organization, learning how to conduct an effective group meeting can help you drive team par Read More...
Posted by Spike Santee
Before his death in 2012, Zig Ziglar was one of the world’s most popular sales trainers and motivational speakers. He was born in rural Alabama and grew up in rural Mississippi. He went from a small skinny kid with Read More...
Posted by Spike Santee
Finding qualified candidates for your sales department is only one part of building a successful team of sales professionals. The process of onboarding a new employee is the most critical factor in ensuring your new sale Read More...
Posted by Spike Santee
Business today is filled with so much pressure to focus on things that are both important and urgent, things that need to be addressed right now! This hair on fire pressure forces us into reactive behavior based on what Read More...
Posted by Rick Murphy
Dear Grand Pubah (CEO in Ivory tower of underperforming large market Radio Company) Here’s an invitation from a small market radio company CEO that dares you to take; no, I double dare you to implement: &n Read More...
Posted by Rick Murphy
Want to really piss off your competitors! Telemarketing/Prospecting has clearly proven itself in our market and it should be part of your arsenal. We don’t compete, WE DOMINATE an Read More...
Posted by Scott Howard
Originally published on 3/19/19 at https://www.scotthoward.me/how-to-beat-the-google-gods/ Have you ever heard of Marketing Funnels? It’s not a new term but it has gained all kinds of attention when Read More...
Posted by Stephen Pead
Only one in four sales managers believe that their sales meetings help drive better customer conversations from their salespeople. One in four!! That stat comes from John Dougan “the Intrepid Sales Detective&rdquo Read More...
Posted by Scott Howard
I just sent this email to my co-workers: I had a smart-aleck client leave me a voice mail about wanting to plan for his annual event. “I need to get things get the discussion started and obv Read More...
Posted by Scott Howard
Originally published 3/5/19 at https://www.scotthoward.me/you-versus-them/ and written for business owners and marketing decision makers. Today I am going to share with you a piece of the Consumer Journey that Read More...
Posted by Scott Howard
Originally published at https://www.scotthoward.me/why-radio-is-personal-to-me/ on 2/5/19 Are you one of those people who wonder if advertising on the radio would work for your business? I’ve got som Read More...
Posted by Scott Howard
Originally published on 1/22/19 at https://www.scotthoward.me/how-realistic-are-your-expectations/ I write for businesses that are looking for marketing and advertising advice and also sell for WOWO Radio. T Read More...
Posted by Scott Howard
This was originally published at: https://www.scotthoward.me/whats-old-is-new-again-radio-listening/ You may find that the stats I quoted for my station are also true of yours. Over the recent Christmas and Read More...
Posted by Scott Howard
This article was originally published at: https://www.scotthoward.me/sound-advice-on-radio-advertising-success-2/ To kick off the brand new year, I am going to share with you stories of success that business owners Read More...
Posted by Scott Howard
There’s an old saying that the reason bank robbers rob banks is because that’s where the money is. While that may have been true in the last century, it’s not true anymore. What is still true and Read More...
Posted by Scott Howard
After the big holiday push from November through Christmas time, most restaurants experience a slow down in January, unless you prepare ahead of time. Restaurant News has a great article listing some of the spe Read More...
Posted by Rod Schwartz
Many communities have their special annual events. Here in Pullman, Washington, ours is The National Lentil Festival, celebrating its 30th anniversary this weekend. I've had the pleasure of cre Read More...
Posted by Rod Schwartz
Wanamaker's Clothing House in Philadelphia, c. 1876 "Half the money I spend on advertising is wasted; the trouble is I don't know which half." - entrepre Read More...
Posted by Jim Kipping
Back in 2005, well BEFORE the mad rush of people wanting to move to Austin, Peggy and I embarked on selling our home. We started by interviewing potential real estate people and were soon disappointed. We quick Read More...
Posted by Jim Kipping
It’s important to stop and reflect what we do in broadcasting every single day. We have the power to touch countless lives and we do. We, have a power of story and storytelling that most media doesn’t. I Read More...
Posted by Rod Schwartz
You prize good word-of-mouth don't you? We all do. Favorable word-of-mouth doesn't exactly create business. It increases the likelihood of establishing a preference for your business or brand in the mind of Read More...
Posted by Stephen Pead
Coaching is considered an essential skill of sales leadership and the implications are well summarised in this quote from coaching “godfather” Timothy Gallwey: “Coaching is unlocking a person’s po Read More...
Posted by Rod Schwartz
You and I take the sounds of our words for granted. We don't even give them a second thought. Having learned our alphabet as kids (to the tune of Twinkle, Twinkle, Little Star, possibly our earliest exposure to the Read More...
Posted by Rod Schwartz
(The ongoing conversation here concerning the use of telephone numbers in radio commercials prompted me to write a blog post on the subject. It's intended primarily for our local radio advertisers. -RS) Read More...
Posted by Dennis Deccio
We have sales meetings every Wednesday morning. Since we have six radio stations broadcasting from Moscow Idaho and Pullman Washington Inland Northwest Broadcasting), plus three sister stations in Lewiston Idaho, (Idaven Read More...
Posted by Stephen Pead
Many sales managers see the weekly sales meetings as a great way to get the team together and find out what’s going on; they see it as “their” meeting, a way to communicate stuff to the group. Problem Read More...
Posted by Rod Schwartz
NO WAY YOU COULD DUPLICATE THIS IN VIDEO OR PRINT. One of my very favorite advertising campaigns of all time has to do with horse racing. And life, laughter, and modern culture. It's DeVito/Verdi's brilliant "And Th Read More...
Posted by Stephen Pead
Sales emails, do you get responses? One of the reasons why they don’t work is that many sales people simply don’t know how to craft something that is effective and engaging. Steps to an effective sal Read More...
Posted by Stephen Pead
Many times, when I ask media sales people to give me a quick overview of who they are and what they do I get a rambling story without any structure or focus. Stuff about what they have done in the past, their current ro Read More...
Posted by Rod Schwartz
Time, Inc.'s Money Magazine reported last month that more than 80 million American households now subscribe to Amazon Prime. Amazon Prime members pay $99 a year to get free 2-day shipping on thei Read More...
Posted by Julie Rice
Hi, I am looking for a proposal that someone may have created to present to clients as a possible tie in offering coupon inserts through out 12 month annual wall calendar for our urban stations and gospel stations Read More...
Posted by Stephen Pead
However good your product or service is, the simple truth is that no-one will buy it if they don't believe you can help. We all know how important it is to learn and understand the needs, the pain points and challenges o Read More...
Posted by Phil Bernstein
How do you deal with a rude customer? I'm a regular reader of Geoffrey James' "Sales Source" column in Inc. Magazine. I agree with his advice sometimes, and disagree at other times. When I di Read More...
Posted by Rod Schwartz
It's well established that sounds enter the brain faster than visuals, and the memory of those sounds fades more slowly. Which is why, as Paul Harvey once pointed out, as a kid in the classroom, you coul Read More...
Posted by Les Patterson
They say change is good. I agree. But it’s also pretty darn tough! That’s where I find myself today. Smack dab in the middle of change. Specifically, I’m in the middle of a major career change. And yes, it’s prett Read More...
Posted by Les Patterson
http://www.openculture.com/2014/02/the-lyrics-of-johnny-cashs-ive-been-everywhere-charted-on-a-dynamic-google-map.html I remember as a teenager counting on one hand all the places I had been outside of Utah. My first Read More...
Posted by Les Patterson
September 11th fifteen years ago changed our county forever. The relative peace and stability felt throughout American was shattered. The experience is forever and deeply seared in our subconscious. Even children too yo Read More...
Posted by Les Patterson
A special thanks to Leo Rivas-Micoud on Unsplash for the beautiful photo. A toddler doesn’t stop getting back up after falling over and over again. She cries or pouts, maybe even laughs, then gets back up and tries w Read More...
Posted by Les Patterson
I was thinking about happiness the other night as I watched a beautiful sunset. I was sitting on the grounds of the Logan LDS Temple surrounded by a colorful kaleidoscope of fragrant flowers. The evening air was jus Read More...
Posted by Rod Schwartz
Hillary Clinton has amassed a larger war chest for advertising than her opponent. She's planning to buy a lot of TV advertising. This led me to wonder, if I were in a position to advise Donald Trump on his advertising, w Read More...
Posted by Les Patterson
"We helped Leslie move down to Grandma’s house in Provo today as she starts UVU on Monday. She’ll be living in grandma’s basement with Emily and Addie. Elisa went down on Thursday with Leslie and Emily and they’ve been Read More...
Posted by Les Patterson
That picture above, that’s the Logan River flowing through the pristine Logan Canyon. Author Michael Sweeney, writing for National Geographic, called Logan Canyon one of America’s “Last Unspoiled Places.” We snuck Read More...
Posted by Les Patterson
My message I placed on the Tree of Hope at the Cache Valley Youth Center. I walked to the first door and waited. Through the wire-mesh window I silently took in the sterile walls and floors. A buzzer sounded and the do Read More...
Posted by Les Patterson
Towering trees full of leaves filtered out the hot afternoon sun. Wooden crates haphazardly arranged with care shared the story of a new love begun. Quart-size mason jars filled with roses warmly hugged by baby’s breath Read More...
Posted by Les Patterson
http://www.itsrudetostare.com/changing-the-tune-changing-the-time-ragtime-the-musical-comes-to-regents-park/ragtime-by-flaherty-4/ Martin Luther King, Jr. had a dream. Coalhouse Walker shared the same dream years earl Read More...
Posted by Les Patterson
A friend recently shared how she was inspired to see the ups and down of life like chapters in a book. While the current chapter we are reading may be full of challenges, surely that won’t stop us from continuing to rea Read More...
Posted by Les Patterson
Here's a photo I took in 2009 of M109A6 Howitzer of the 2/222nd Field Artillery, one of my former units, being driven in Richfield Fourth of July parade. They seemed quite old coming down the street that sultry Fourth o Read More...
Posted by Les Patterson
Our journey through the Hawaiian isle of Oahu started with a better understanding of what happened on December 7, 1941. We met Pearl Harbor survivor Alfred Benjamin Kameeiamoku Rodrigues. We gained deeper appreciation fo Read More...
Posted by Les Patterson
For those of us fortunate enough to be in the wonderful world of radio advertising, a natural transition from the "may I take 30 seconds of your time" cold call approach would be to play a well-crafted spec commercial. Read More...
Posted by Les Patterson
Alfred Benjamin Kameeiamoku Rodrigues sat in chair with a table full of books in front of him. They were copies of his book, a book he wrote at the persistent encouragement of his son. Alfred had something to share wit Read More...
Posted by Les Patterson
https://1000thingstobegratefulfor.wordpress.com/2013/05/17/87-be-grateful-for-the-people-who-love-you/ Sunday in Orlando was a very bad day. It hurts to think about it. I wonder why, and there’s no answer. It’s li Read More...
Posted by Les Patterson
My baby girl Leslie Ann graduated from high school last week. We share a name, a lucky number 13, and a lucky day, Friday the 13th, the day she was born. In honor of Leslie’s graduation and our mutual connections, I Read More...
Posted by Les Patterson
Nestled on the east side of the cemetery in Hyde Park lies the little known grave of Civil War veteran Joseph Cain. According to his headstone, Cain was a private in Company B of the 50th Regiment in the Illinois In Read More...
Posted by Les Patterson
A suicide attempt is a cry for help. It’s a warning sign that something is terribly wrong in a person’s life. Most people, and including Shane I believe, don’t really want to die. They want the pain to go away and they Read More...
Posted by Les Patterson
Last week I posed a complicated question for your consideration… How will someone who dies by suicide be remembered? I am touched by the numerous responses I’ve received, especially from those of you who have lost a lov Read More...
Posted by Rod Schwartz
A recent Google search on the question “How much should I budget for advertising?” yielded 106 million pages of answers. At the very top of the list was this article from Entrepreneur Magazine, in Read More...
Posted by Les Patterson
By Gage Skidmore, CC BY-SA 3.0, https://commons.wikimedia.org/w/index.php?curid=39399660 What happens when change disrupts life? If you’re Marco Rubio, Jeb Bush, Ben Carson, Carly Fiorina, or one of the many other Read More...
Posted by Les Patterson
This is not the Chevy Suburban I learned to drive in, but it looks pretty darn close. http://goo.gl/2Qm3JB My first driving experience cost me a brand new telescope. I was 12 years old and my folks had taken a trip to Read More...
Posted by Les Patterson
http://goo.gl/96O6JV “In Zootopia, anyone can be anything.” Judy Hopps believed it. And she’s just a bunny! But Judy didn’t let being “just a bunny” stop her from believing she could be Zootopia’s first bunny cop. Ever Read More...
Posted by Les Patterson
The Army Omelet tradition started when Elisa was just a young child. Her father, George “Buddy” Peterson, loved omelets, especially those served in the Army chow halls. So twice a year on the first Sunday in October and Read More...
Posted by Les Patterson
Today is a new day… Today is the beginning of a new week. Today is the second day of the second week of spring. Spring is a time of birth, hope, and renewal. Flowers burst forth from their winter hibernation. Baby Holst Read More...
Posted by Les Patterson
http://mrk-hollyhills.blogspot.com/2014/12/nelson-mandela-year-later.html What would you change if you could change anything in the world? My daughter Rebecca caused me to think about this loaded question. She and her Read More...
Posted by Les Patterson
Rebecca & Leslie dancing as little girls. You are the Dancing Queen, young and sweet, only seventeen Dancing Queen, feel the beat from the tambourine You can dance, you can jive, having the time of your life See Read More...
Posted by Les Patterson
KC and LaTeishia Curtis with LaTeishia’s family. High school janitors clean hallways, bathrooms and empty the trash. They straighten chairs and desks in the classrooms. They condition chalkboards, wax the floors, and cl Read More...
Posted by Les Patterson
http://www.ellsworthamerican.com/featured/local-leap-day-babies-ready-to-celebrate It’s Leap Day. What will you do with your extra 24 hours? Play? Sleep? Work? I’m guessing for most of us Leap Day will simply be another Read More...
Posted by Les Patterson
Sheldon Loveless in Iraq on his second tour. Photo courtesy of Tom Crocker. I don’t know what to say, but I hope and pray you’ll listen. Suicide hurts Especially when it’s your brother. You cry. You ache. You asked why. Read More...
Posted by Dan Lynch
Enough with the right-wing, neocon talk format! It’s overkill. Position your talk station as useful to the listener by airing shows relevant to their life, such as Handel on the Law, Dave Ramsey... https://danlynchmedia Read More...
Posted by Les Patterson
Adobe – The Gambler Not many things are hyped up more this time of year than Super Bowl ads. Teaser ads abound on the internet and broadcast television. We talk about the ads days before the big game takes place. We’ll Read More...
Posted by Les Patterson
http://jenniferbroadley.com/tag/executive-leadership-coaching/ Visualize with me… There are five Mason jars sitting on top of your kitchen table. Each jar is clear and of equal size. The jar closest to you is empty. The Read More...
Posted by Les Patterson
https://www.pinterest.com/pin/94505292154518318/ Fair warning – we’re at the point in the goal setting process where the real work begins. This is where we start to see how we will accomplish our goal. This is also the Read More...
Posted by Les Patterson
As we journey through Brian Tracy’s “12 Step Goal Setting Process,” we’ve decided exactly what we want in each key area of our life, we’ve written it down, and we’ve set deadlines. Now we’re ready to move forward with s Read More...
Posted by Les Patterson
If we desire to change our lives, we must first desire to change our thinking. Changing our thinking is a necessary ingredient to successfully accomplishing our goals. Successfully accomplishing our goals requires us Read More...
Posted by Les Patterson
http://motivationweb.download/change-your-thinking-change-your-life/ You may set goals every New Year, and maybe throughout the year. If you’ve struggled with goal setting in the past, what will you do differently this Read More...
Posted by Les Patterson
https://iamgratefulhowareyou.wordpress.com/2011/09/20/joy-in-the-journey/ It’s been a year of challenging and exciting journeys for our family. We started the year caring for my dad Ed as he finished his journey with c Read More...
Posted by Les Patterson
Christmas is magical! I love the excitement, wonder, and fun! I love decorating the tree, wrapping presents, and singing carols. I love letters to Santa and hints from children. I love the anticipation on Christmas Eve a Read More...
Posted by Les Patterson
We attended a Christmas Cantata put on by a local Hyde Park church choir. The music was beautiful. I especially enjoyed the choir’s rendition of “O Come, O Come Emmanuel,” sung passionately as they slowly walked up the Read More...
Posted by Tom Roberts
Seasons Greetings Radio Pals! In the spirit of the season, I’m sharing a complimentary offer in the event that you have a young girl or boy on your gift list this season. I happen to "know a guy" who just published a ch Read More...
Posted by Les Patterson
The cadence softly echoed in the far distance. I twisted on my post midway up the bleachers, straining my eyes, searching. I knew the source and desired to see. The cadence grew louder with the running footsteps and una Read More...
Posted by Les Patterson
I start thinking about Christmas in July. Crazy, I know. I’m not great at shopping ahead, nor am I a big fan of “Christmas in July” mid-summer sales. Christmas comes early because I’m in the marketing and advertising wo Read More...
Posted by Les Patterson
Thanksgiving is time to remember homecomings. Ten years ago this week I came home safely from a military deployment to Iraq. Three years ago this week our oldest son also came home safely from his tour in Iraq with the A Read More...
Posted by Les Patterson
https://www.flickr.com/photos/pictoquotes/12102641596 My daughter Leslie has been encouraging me to write in my journal. I tell her a write in my journal every Monday morning, but she says that doesn't count. While Read More...
Posted by Rick Murphy
Our business owners love this and the nuts are quiet. I know. I know. there are some really rude people out there. Here you are with a small business. trying to support your family and your employees, de Read More...
Posted by Les Patterson
Have you ever considered the power of extraordinary words? Great leaders of all ages and all walks of life have been immortalized by their words, both spoken and written. Such words have moved people to take action th Read More...
Posted by Les Patterson
Last week radio turned 95. I shared a little history of radio, along with some of my personal radio journey, on a blog post featured on Influence FM. Happy Birthday Radio! https://influence.fm/radios-95th-birthday/
Posted by Les Patterson
I’ve shared before stories of two veterans who didn’t make it home from combat – Sergeant 1st Class Ron Wood and Lance Corporal Michael J. Allred. In honor of Veteran’s Day I’d like share the story of one who did make it Read More...
Posted by Les Patterson
It was a dark morning the only time I crossed paths with Dakota. I was headed out the door to the gym when I saw him jump out of a car idling in the middle of the street. With the agility of teenager, he sprinted firs Read More...
Posted by Les Patterson
Silence is not always golden An old adage says “Silence is golden.” But is it always so? While there are surely times it’s best to keep our mouths shut, I believe there are other times when we should open our mouths Read More...
Posted by Les Patterson
Inspiration comes in different ways for different people. One source of inspiration for my family and me is General Conference, a worldwide gathering for Mormons to listen to the general leaders of The Church of Jesus C Read More...
Posted by Les Patterson
The internal clock on my smartphone was stuck on Central Time for a couple days last week. All appointments I entered into my calendar automatically offset by an hour. I was constantly checking another source to verify w Read More...
Posted by Les Patterson
One’s journeys with cancer can be lengthy. Or the journey can be quite short. Bud’s journey was barely two months long. Friday night he finished. Life is a journey full of lessons. Simple. Profound. Routine. Complex. Man Read More...
Posted by Les Patterson
Labor Day’s Monday Morning Boost is coming early as we are on the road traveling. My family and I started out 2015 saying goodbye to my father. Today we’re in Atlanta saying goodbye to Elisa’s father. The journey of Read More...
Posted by Les Patterson
“It’s been a quiet week in Lake Wobegon, Minnesota, my home town, out there on the edge of the prairie…” So began Garrison Keillor with his famous “News from Lake Wobegon,” a folksy dialogue he’s been sharing every week Read More...
Posted by Les Patterson
Give a little, get a lot. What goes around comes around. The Golden Rule – do unto others as you would have done unto you. Used by many around the world, they essentially mean the same thing – when we give of oursel Read More...
Posted by Rick Murphy
A recent www.influencefm.com nationwide study commissioned by Mad Dog Software* to study the influence of FM radio, showed that out of 1,004 Americans, 78.7% (+/- 2.3%) would not buy a car without an AM/FM radio. Interes Read More...
Posted by Les Patterson
Rainbows would be on my Visual Bucket List, like this one my son Brenin captured at sunrise over Hyde Park on Friday. What would you want to see if you knew you wouldn’t be able to see anymore? For the parents of a litt Read More...
Posted by Les Patterson
Chloe Olsen loves her pigs. Much like Fern Arable loved Wilbur, I guess, in E. B. White’s beloved classicCharlotte’s Web. But Chloe didn’t name her pigs. “Didn’t want to get too attached,” she told me as she climbed int Read More...
Posted by Les Patterson
The days of the week would tend to run together while we were in Iraq. But I’ll forever remember July 16th in 2005 was a Saturday. It was a mail run day for Ron Wood and the other soldiers on his crew. They were running Read More...
Posted by Les Patterson
Most came home from war. Some didn’t. Sergeant 1st Class Ronald Tanner Wood was one of them. SFC Ronald Tanner Wood standing guard during the FOB Dibis Transfer Ceremony to the Iraqi Army. July 16th marked the tent Read More...
Posted by Les Patterson
What can you do in 15 minutes? Walk a mile, read a chapter, surf the net, eat breakfast… or hit the snooze button, again? I’m asked occasionally about the “15 minute” suggestion I include at the end of every Monday Mor Read More...
Posted by Les Patterson
Hating Monday and ready to climb back in bed? Stop that Stinkin’ Thinkin’! Ready to tell your boss to, as Johnny Paycheck would sing on the radio, “Take this job and shove it”? Stop that Stinkin’ Thinkin’! If you’re Read More...
Posted by Les Patterson
“Towards evening, about five o’clock, we looked up and there came two Whistling Willies.” That’s how Lloyd Lewis starts out sharing his story about his time in Iwo Jima. We had the privilege of visiting with Lloyd afte Read More...
Posted by Duane Christensen
Did I make you look? Did I make you wonder, “What the schnizzit?” Your radio ad needs a good headline. If you don’t give it one…nobody will hear the rest of the ad. But to the novice radio ad copy writer, or to the Read More...
Posted by Les Patterson
Patriotic songs have always resonated deep within my soul. My earliest memories experiencing those stirring feelings came in either the second or third grade. Mr. Meacham, a former Green Beret, stretched our young minds Read More...
Posted by Les Patterson
Today’s story comes together in the final paragraph. That’s true for most stories, and perhaps I don’t need to tell you this. Great writers, of course, would never make such a plea; they simply captivate with their first Read More...
Posted by Les Patterson
Life exists, but for the want of water. This nugget permeated my thoughts as I meandered up Sam Stowe Canyon in search of a rumored waterfall. We had gathered over the weekend at the group campground in the canyon for my Read More...
Posted by Les Patterson
I was much more a horse racing fan in 1978. I was 12 years old and fascinated by the Black Stallion. In the story, young Alec Ramsey befriends and tames a wild Arabian stallion on a desert island after the two are the lo Read More...
Posted by Les Patterson
I like making my bed in the morning. I think it makes a good start to my day. I like hospital corners and sheets stretched tight enough to bounce a quarter. I’ve been chasing that elusive dream – bouncing the quarter, th Read More...
Posted by Les Patterson
Memorial Day is our time as a nation to remember those who have gone before. Specifically, it’s our time to remember those who have given their lives in service to our country. Cemeteries come to life with scented flower Read More...
Posted by Les Patterson
Whatever you are, you’re not “just” something. You’re everything. You’re important. You’re you. I was touched by the thoughts several of you shared after last week’s discussion. I hope sharing a few of the responses Read More...
Posted by Les Patterson
I participated in a round of mock job interviews years ago while attending Utah State. Employers from several different industries were on hand to interview the students, most from the College of Business. I was one of t Read More...
Posted by Les Patterson
The Friday evening sun cast a wistful shadow over the Saguaro desert near Tucson, Arizona as Clint and Daniella exchanged their wedding vows. They were surrounded by family and friends, many who traveled across the nati Read More...
Posted by Les Patterson
I wanted to share a few thoughts for our son Clint who is getting married May 1st to Daniella Bruyere. Remember Clint… You’re a kid who can do anything, though sometimes you may need your brother and his crescent wren Read More...
Posted by Les Patterson
“Slow Down” by Luc B – https://www.flickr.com/photos/fatboyke/2668411239/ I encountered an unusual phenomenon Saturday night. Elisa and I spent a couple of days in Richfield preparing Dad’s home for the next stage of i Read More...
Posted by Les Patterson
Spring Training arrived in Florida in 1986 just as it does today… with a blast of wintery north quickly melted by the warm southern sun. The only difference… I was there in 1986. I was working as a church missionary Read More...
Posted by Les Patterson
World’s only “Captive Geyser” erupts every hour on the hour Who was the ghost walking the halls? Did he die falling down the stairs? Was he shot and killed? Or is she a prostitute who was murdered in cold blood? The 9 Read More...
Posted by John Larson
I am still in radio sales. I was told when I interviewed it was a 25% chance of being around a year. It has been over a year and I have seen all sorts of sales people come and go. Two hired before me, one hired with me Read More...
Posted by Les Patterson
“Love Mondays” by Mark Hillary https://www.flickr.com/photos/markhillary/2219889418/ I love Mondays! Just in case you didn’t know. Always have. Always will. I find the day refreshing, rejuvenating, and a great way to Read More...
Posted by Les Patterson
https://theworldismygym.wordpress.com/2013/05/23/i-love-mondays/ Why Mondays? Good question. I’m asked periodically why I call my weekly email the Monday Morning Boost. I’ve been writing and sharing it every Monday f Read More...
Posted by Wray Ellis
In the spirit of blowing off steam, I always encourage my radio students and colleagues to do something "fun" in their spare time. You can't live a happy life if you never disconnect yourself from work - no matter how sa Read More...
Posted by Les Patterson
When a friend loses a loved one, when a family member is diagnosed with cancer, it’s natural to feel a desire to help. But sometimes we simply do not know what to say. So we say what comes naturally… “Call me if you ne Read More...
Posted by Rod Schwartz
The customer was obviously upset. She complained to the supermarket owner: I was listening to news talk 1150 and heard your advertisement for "Fresh Atlantic Salmon". I just wanted to let you know you are pushing a pro Read More...
Posted by Les Patterson
Death can be peaceful and beautiful. Or it can be very, very ugly. Dad wasn’t a fan of the ugly; nor would any of us be. When Dad finished his mortal journey Wednesday evening, fortunately the end came peaceful and be Read More...
Posted by Les Patterson
I’ve long been an admirer of President Abraham Lincoln. But it’s only recently I’ve come to understand his “unprecedented ability” to unite people, including his rivals, to accomplish the greater good. The movie Lincoln Read More...
Posted by Les Patterson
“Where have you been?” Dad asked with a quivering voice and tear-filled eyes. It had been nearly two weeks since I last saw Dad and I was already worried he may not remember me. Elisa and I made a quick overnight trip Read More...
Posted by Les Patterson
This is a special Super Bowl Sunday edition of the Monday Morning Boost featuring a column first published February 04, 2013. The occasion was Super Bowl XLVII when the infamous power outage shifted the momentum of the g Read More...
Posted by Les Patterson
“Businesses succeed when they solve problems.” Nothing fancy, but that was the core advice shared by Jonathan Johnson, chairman of Overstock.com. Johnson was the keynote speaker at the Cache Chamber of Commerce annual Read More...
Posted by Chris Rolando
Networking is a "socio economic business activity by which groups of like-minded business people recognize, create, or act upon business opportunities". That, my friends, is what Wikipedia has to say about that. Let’s Read More...
Posted by Les Patterson
I’ve experienced over the past several weeks a taste of what it means to be a caregiver to an aging parent. As Dad’s journey with cancer has become more intense, I’ve discovered more about the joy of caring and serving. Read More...
Posted by Rod Schwartz
I made a new friend this past Christmas, thanks to my wife. His name is Duke Cannon. Duke sells soap, about which we’ll talk more in just a bit. Did you know that Soap-selling has a storied history? Andrew Pears (b. 1770 Read More...
Posted by Les Patterson
Find joy and richness in the journey. That was the thought I shared back in the spring when my dad started his journey with cancer. The journey went well, at least for a while. Then the cancer returned. It’s called non Read More...
Posted by Rod Schwartz
After an extensive Internet search, I’ve concluded that I may be in possession of the only extant copy of the Warner & Swasey Company’s remarkable collection of American Business Ads, published under the title: “1776 Read More...
Posted by Les Patterson
DECEMBER 29, 2014 Les Patterson’s Monday Morning Boost: Achieve your goals with more self-confidence Are you ready for the New Year? Ready to set goals and make resolutions? Ready to change your life? Reach your destiny Read More...
Posted by Les Patterson
What’s more important, the destination or the journey? While solid arguments can be made on both side of the equation, I’ll let you decide as I share the journey of our weekend trip. We left Thursday morning headed south Read More...
Posted by Les Patterson
I am Scrooge, “a tight-fisted hand at the grindstone, Scrooge!” Unfortunately, I’m not talking just about Charles Dickens old miser Ebenezer Scrooge in a Christmas Carol. There are times during the holiday season whe Read More...
Posted by Stephen Pead
Hey I didn’t know that the rap group Run-DMC were sales trainers; but their song “You Talk Too Much” summarizes what many radio sales people tend to do. “You're the worst when you converse, just a big mouth clown You t Read More...
Posted by Ron Mosley Jr
Any sales ideas for for a local power company to advertise long term? I already thought about energy savings tips but looking for something refreshing any ideas
Posted by Dave Warawa
SHUT UP! Stop Talking and Start Making Money is now officially a book, available on Amazon.com. I will be guilty of self-promotion in this edition of the PROSALESGUY BLOG yet, perhaps every once in a while you have Read More...
Posted by Stephen Pead
One of the most common issues that arise in discussions with clients is the subject of price. Pricing tends to come up in most sales calls - either at the beginning, middle or end. The key is to be prepared for it. And Read More...
Posted by Stephen Pead
Sales managers can only control two things: The activities of their salespeople and themselves. Given that situation has your sales manager explained what she believes are the key activities you should do to ensure your Read More...
Posted by Rick Murphy
We are delivering a new show that is based on individualism, personal rights, free enterprise and liberty. There will be no content that is religious or about abortions. That is covered by all the other networks. It will Read More...
Posted by Mike Brunel
Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your problems on a one-to-one basis. Always show your boss respect in front of your sales staff. Never h Read More...
Posted by Stephen Pead
Friday’s don’t we love ‘em? A whole weekend ahead to spend with family and friends, time to relax or maybe do some sport or shopping, maybe take a short break with our partner, time to recharge the batteries before we ge Read More...
Posted by Andrea Bergero
According to the RAB, digital revenue increased 16% in the first quarter of 2014. A particularly bright spot on the digital landscape is mobile. You’ve probably seen the numbers. National mobile advertising is expected t Read More...
Posted by Stephen Pead
Friday’s don’t we love ‘em? A whole weekend ahead to spend with family and friends, time to relax or maybe do some sport or shopping, maybe take a short break with our partner, time to recharge the batteries before we ge Read More...
Posted by Stephen Pead
“Media salespeople are trained to sell their inventory, not your inventory. Once you absolutely understand that you’ll be in a position to use media more effectively”. When I first read this quote I have to admit I was s Read More...
Posted by Mike Brunel
In New Zealand (under Australia) its summertime, this is where I live when I am not traveling the world doing work for my clients and NRS Media. As I reflect on 2013, most of the readers of radio sales cafe are in winter Read More...
Posted by Stephen Pead
Wow the New Year is here!! Maybe it’s time to set up your goals for 2014 and if not now, when? To get you in the goal setting mood here are some great words of advice on the topic from American entrepreneur, author and m Read More...
Posted by Mike Brunel
Don’t put off your sales goals. A week is all it takes to get serious about improving your sales. Here’s how: Sunday. Set half an hour on Sunday night to plan your week. Establish the six most important things you w Read More...
Posted by Mike Brunel
Every month, I receive a simple two-page newsletter from one of the best marketers in the world, Dan Kennedy. I have quoted him often in my articles and blogs. In this month’s article, he dropped a nice bit of trivi Read More...
Posted by Mike Brunel
(Steve has since passed, but lessons often come from past heroes of business. ) Entrepreneur Magazine recently featured an article titled “Steve Jobs and the Seven Rules of Success.” The article was written by renowne Read More...
Posted by Stephen Pead
When I was first made a sales manager my then GM, said to me “I’m going to hold you personally accountable for the revenue and results of this team and if you want to be any good at this job you’ll hold each of your fi Read More...
Posted by Mike Brunel
This post is written by Doug Watson. A regular contributor on www.talkingmediasales.com Sage advice The market for something to believe in is, I believe, infinite. Just take a look around at the way people gravitate Read More...
Posted by Mike Brunel
Many new managers see their role as the motivator of their team. If only they can find ways to motivate their team, they’ll deliver great results, they believe. But it’s an approach that can go horribly wrong … When I Read More...
Posted by Stephen Pead
During the sales training sessions I conduct it always seems that new and experienced sales people struggle with uncovering prospect needs. Too many times I’ve had to stop a practice session when one of the participants Read More...
Posted by Himanshu Agarwal
I bumped into the radio ads of the three real estate portals in the month of September 2013. Switching stations during commercial breaks did not help escape these ads. The two of them that grabbed my attention were 99 ac Read More...
Posted by Rakesh Kaavin
If you are looking for clutter breaking creative solutions, Kaavin Communication offers a host of solutions that are aimed at holistic brand development & positioning. A leading advertising agency Delhi, Kaavin Comm Read More...
Posted by Mike Brunel
Here is the second part to Stephen Pead's Making Sales Meetings More Effective. In my last post I talked about why so many sales managers feel it’s vitally important to have a one hour sales meeting. And many have a min Read More...
Posted by Mike Brunel
Why is it that so many sales managers feel it’s vitally important to have a one hour sales meeting, in the office first thing on Monday morning? One sales manager told me it’s a way to ensure everyone is at work, while Read More...
Posted by Mike Brunel
I was reading the latest Bloomberg business publication this week and they quoted Bill Simon, president and CEO Walmart U.S. Here is the quote, and his explanation afterwards. Just about everyone started out in an entry Read More...
Posted by Mike Brunel
The desire to be successful. The desire to be successful is the Number One trait that stands out amongst them all. They usually have created a history of success. They may have been good at sport, or some other profess Read More...
Posted by Rakesh Kaavin
Creating compelling brands capable of touching a chord with audiences, that is Kaavin Communication’s brand promise. A feat made possible on account of the creative agency’s strategic thinking & creative vision. A fu Read More...
Posted by Himanshu Agarwal
I know what a RJ Mention is when I hear it. But if I am asked to define it, I can’t. I have heard it on radio, and on occasions I liked how RJ Mentions added value to the spot and made it meaningful to the listener. Goo Read More...
Posted by Mike Brunel
I live in a country that really does not like success too much, probably because it’s often seen as the shiny large watch on your wrist, the big house and nice car. Politicians on the left seem to take great pleasure Read More...
Posted by Stephen Pead
There’s a significant amount of evidence to suggest that coaching sales people really does produce improved sales performance. Some research suggests a 20-35% increase in sales just by coaching. Neil Rackham probably o Read More...
Posted by Rakesh Kaavin
“Early to bed, early to rise, work like hell and advertise”, goes a famous quote by Ted Turner. Not only are the benefits of advertising unparalleled, so are the benefits of hiring an advertising agency, in today’s world Read More...
Posted by Mike Brunel
Have you ever heard the story about Thomas Edison's idea naps? He sits on the couch with his head in his hands, propped up on his elbow, holding a few ball bearing. He would allow himself to drift off to sleep, in or Read More...
Posted by Mike Brunel
Be absolutely clear on WHY you are making the call. What will happen? Which questions will you ask? How will you want the prospect to feel? Smile, relax and be yourself. Be polite (no matter what) and always b Read More...
Posted by Rakesh Kaavin
Choosing an advertising agency, is one of the most crucial aspects that determines the success or failure of your impending marketing & advertising strategy. With the emergence of new media & concepts such as exp Read More...
Posted by Rakesh Kaavin
Kaavin Communications is an integrated advertising agency Delhi with both national and international clients on its roster. We are a creative agency Delhi that thrives on workable ideas for the clients. We integrate cre Read More...
Posted by Mike Brunel
About 10 years ago REM released a greatest hits album titled “Part Lies, Part Heart, Part Truth, Part Garbage”. I have always been a fan of their music and that album title is a nice segue into what I’d like to shar Read More...
Posted by Mike Brunel
It was a cold winter’s morning in Austin, Texas, when I was dragged along to a key note speech done by Og Manadio, the famous author of the book “The Greatest Salesman in the World.” I did not know much about Og b Read More...
Posted by Mike Brunel
“Why did God invent writers? Because he loves a good story, and he doesn’t give a damn about words. Words are the curtain we’ve hung between him and our true selves.”* In sales, telling stories is one way to g Read More...
Posted by David Neely
I won another Pennsylvania Association of Broadcasters award for Best Commercial this year. It was the Flower Gallery ad for Valentine's Day 2012 (posted at the top of my audio files). This is my fourth in eight years Read More...
Posted by Mike Brunel
I received a letter today from a supplier advising me all their prices will increase by 5% at the start of their new financial year. The managing director – who I’ve never met – tells me they’ve been forced to pass on co Read More...
Posted by Mike Brunel
In a recent interview of a sports coach, he was lamenting the loss of a senior player to another sporting franchise, while appearing upbeat; his body language said a lot more. I noticed something on the white board dire Read More...
Posted by Mike Brunel
Media companies worldwide are increasingly under pressure, and we all know why. With the advancement of all the digital media options now available, advertisers all of a sudden have choices. Only last week I was in disc Read More...
Posted by Rod Schwartz
CBC’s “Under The Influence” radio program, hosted by Terry O’Reilly, recently devoted an entire show to illustrate, in Mr. O’Reilly’s words: “…the incredible creativity happening in radio advertising around the world tod Read More...
Posted by Rod Schwartz
As you sit down to write your next radio commercial, consider the advice of today's guest blogger, Mark Lipsky of The Radio Agency, a national direct-response and radio branding firm headquartered in the greater Philadel Read More...
Posted by Rod Schwartz
It was a member's post here at RSC that caught my eye. William Schenold's status post read: “5 DOLLARS! Check me out on FIVERR” Intrigued and a bit skeptical, I clicked on the link. Sure enough, there he was. Chicago-ar Read More...
Posted by Rod Schwartz
As radio advertising professionals, our job is to help businesses tell their stories in a way that engages the listener's imagination. This is because the ultimate destination of any advertising message is the consumer Read More...
Posted by Fred Greensppan
Happy New Year all! A program series I developed of :30 second vignetes (PSA like spots) with a sponsor tag has met with an odd reaction. Police and Fire Chiefs whos personnel deserve some recognition now and then seem Read More...
Posted by Mike Brunel
I was asked the other day from one of my favorite salespeople about retaining clients. These days they seem to be leaking a lot lately he said, and how do you stop the leaks. Here are a couple of ideas. Do not stress. Read More...
Posted by Rod Schwartz
Today's Guest Blog comes from Melissa Kunde, Executive Director of the Seattle Area Radio Association (SARA) 12-10-2012 by Melissa Kunde "To thine own self be true" were famous words from Shakespeare’s Hamlet, and Read More...
Posted by Rod Schwartz
(Today's guest blog is provided by Sean Luce, a respected sales and management consultant whose roots are in radio advertising sales and management. He is the Head International Instructor for the Luce Performance Group Read More...
Posted by Alan Risener
10 Valuable Sales Lessons from an Old Beat-Up Sales Guy I’ve spent over 40 years as a street warrior, training other street fighters, running a business for someone else and then running one for myself. If there’s a mist Read More...
Posted by Mike Brunel
Shanghai, according to Wikipedia is the most populous city in China and one of the most populous cities in the world. A global city, Shanghai exerts influence over global commerce, finance, culture, art, fashion, resear Read More...
Posted by Mike Brunel
Do you know your company’s brand story? If you don’t it’s in your interest to find out and use it to leverage more sales out of your customers. One of the primary ways we make sense of our world and our place in it i Read More...
Posted by Rod Schwartz
In October of last year Bob Pittman was named CEO of Clear Channel Communications, now Clear Channel Media and Entertainment. When I heard him speak at the NAB/RAB Radio Show in Chicago a month earlier the assembled mul Read More...
Posted by Himanshu Agarwal
We are all used to hearing station identifiers on radio. Hi this is … and you are listening to … Sometimes these identifiers are station jingles or familiar (celebrity) voices which identify the station. They also come i Read More...
Posted by Himanshu Agarwal
The idea for this post came about today morning, when I was half asleep in the office bus, on my way to work. While being driven to work in a bus, sleep happens in short sprints. Sitting next to the window seat and upo Read More...
Posted by Mike Brunel
I know a young man who must be on the verge of growing up because he’s started to read the property pages. He’s saving to buy his own place. “There’s one thing I don’t understand,” he told me, as he read the latest edi Read More...
Posted by Mike Brunel
I was called by one of my private clients last week to set up a meeting in late August. I thought after the call had finished, why had they called me? It was not to talk about the weather or family, it was about a prob Read More...
Posted by Rod Schwartz
How does your station promote its ad sales department? Do individual salespeople get some on-air mentions? In July 1977 I was a young salesman at KAGE AM-FM in the small market of Winona, MN, owned by Jerry Pape Read More...
Posted by Bob Brown
When we do a jingle, a lot of times it boils down to the clients name or business, a positioning statement, and then a huge donut the client wants to cram full of filling. So the positioning statement really is important Read More...
Posted by Mike Brunel
A bit of History about the New Zealand market and some thoughts. In most New Zealand markets there are now 14 or 15 commercial radio stations, and a large number of community based, student and religious stations too. Read More...
Posted by Dan Lynch
County courthouses are ubiquitous, and inside the bureaucrats are always probing prospective jurors on their personal interests. Earlier this year I had to do my duty for district court and wait in the gallery while la Read More...
Posted by Himanshu Agarwal
Sometimes connecting certain dots in an industry eco-system throws up patterns similar to a kaleidoscope. Certain patterns spark thoughts which might earn incremental revenues or create an offering that differentiates on Read More...
Posted by Himanshu Agarwal
Ms. Shubha Mudgal, recently tweeted, “Appeal to the music lovers. Please, let’s ask FM stations in India to start announcing credits for music they play. They hardly ever do so”. My Two Cents I agree with what Ms. Mu Read More...
Posted by Mike Brunel
A quick Tip this week. Sometimes in advertising sales your clients need to be prompted to know the pain of not advertising. If you can get them excited about the possibilities of working with you and your radio station Read More...
Posted by Mike Brunel
I am often asked “what degree or education do you need to be an expert in direct advertising sales. The truth is that I do not have any type of degree in a tertiary form, but could argue that I have a degree in results. Read More...
Posted by Mike Brunel
I have to admit that I'm also quite addicted to this TV series. I have watched both the UK and the US series. For those that are not aware of the show, it is about a newly appointed or unknown CEO of a major company wh Read More...
Posted by Mike Brunel
A collection of observations on my recent trip to India. I thought I would share them with the Radio Sales Cafe... Beggars can't be choosers... A term I heard while sitting with a friend in India, they choose you, the to Read More...
Posted by Rod Schwartz
Search Google or LinkedIN for "Dave Gifford" and your top results might include a real estate broker, bicyclist, missionary, microbiologist, wine expert, social media specialist, insurance executive... But add "radio sa Read More...
Posted by Mike Brunel
I was invited recently to do a keynote speech and workshop to a group of managers from a local storage company. The outcome of the speech and workshop was for the managers to accept that sales is not a four letter word. Read More...
Posted by Jay McDaniel
Recently after many years I reconnected with an old friend I knew when he was 15 and working the all night show at WAIR in Winston Salem. I was 19 and working the all night show at WTOB. Two stations long since gone ho Read More...
Posted by Rod Schwartz
Would you find it helpful to know what spiffs the automobile manufacturers are offering their dealers right now? That would include factory-to-customer rebates and dealer cash incentives (additional cash bonuses they ge Read More...
Posted by Mike Brunel
I am often asked ‘what do you do for a job?’ My mother is one of those that usually asks, I think she thinks I operate a waste management business and my real name is Tony. I have kept telling her I am in media sales. Read More...
Posted by Mike Brunel
Last week I posted a story about a camel and how to get your client's attention. Here is a live example, corny as it might seem these ideas still work. My friend Hayley is an awesome salesperson. She worked for me for m Read More...
Posted by Mike Brunel
Here is a famous story about an American tourist who visited a camel market in Marrakesh. He was so taken by the strength and appearance of these beasts that he decided to buy one. The camel dealer went to great lengths Read More...
Posted by Terry Slavens
Just had a long visit with one of our family owned home town new car dealers. He brought up a suggestion about supporting locally. We have all done shop locally campaigns, but he wanted me to do something to bring to the Read More...
Posted by Terry Slavens
Hello All, We are having our first annual KATX Great Outdoors Show on May 19th. The city is blocking off streets around the square to allow us to have this event. It will have all kinds of outdoor items including boats, Read More...
Posted by Mike Brunel
Many small to medium advertisers need some help to promote products on radio.As a direct media salesperson here are 7 tips to help your advertiser be more effective when they go to promote their products or services. P Read More...
Posted by Mike Brunel
In previous posts I have said that everyone sells. It does not matter if you are a parent, teaching your child the right values and lessons to live by, convincing your partner that Italian food may be better tonight tha Read More...
Posted by Roxanne Charles
We've all heard the old adage that you can't guarantee results from a radio remote or "live radio broadcast." After studying successful live broadcasts, I can tell you that they DO WORK and you can GUARANTEE results. Plu Read More...
Posted by J.J. Hemingway
Hi...thought I'd let members know about my company www.cbsspokane1.com We provide major-market production services for a small market price. You get 25 spots a month for $200. Simply sent us the scripts and we wil Read More...
Posted by Mike Brunel
Here are the last 20 - check out the rest on previous blogs. For the complete list email below: Always come to work as early as you want your staff to be in. Dress the way you want your staff to dress. Handle your pro Read More...
Posted by Mike Brunel
Next 20- Hope you enjoy...see the first 20 on last weeks blog. Assign political advertising to one person. Get rid of the negative force on your staff. Start selling sports the day the season is over. Stop hanging out Read More...
Posted by Mike Brunel
I was given this by my first consultant when I had just accepted a Sales Directors job on a large radio station. Not sure where it came from, if you know I would love to know... I will post the first 60 over the next f Read More...
Posted by Mike Brunel
An excellent book that I have had tucked away in my library for some time is called Spin Selling by Neil Rackman. I decided to drag it out again and go through the notes I had taken. Here are some tips that you find use Read More...
Posted by Korey Robinson
I've been in radio sales for a couple of weeks now and have yet to get any accounts signed on. I inherited a few accounts that were previously running with the AE that I replaced so it was great to get my "feet wet" wit Read More...
Posted by David Corscadden
Calling all Production and sales managers! Do you run St. Patrick's Day promotion's / tailored advertising? Does the use of Authentic Voice-over make a difference? Can this offer added value to cutomer offering? Can you Read More...
Posted by Mike Brunel
With the cost of acquiring new customers mounting, many radio stations' customer bases are shrinking due to lost confidence of advertisers and consumers alike. Referrals are often one way to get your additional adverti Read More...
Posted by Mike Brunel
How many times have you heard this objection? I am going to show you a simple technique that will help you overcome the frustration on what to say when you hear this and if you apply this procedure your sale will not s Read More...
Posted by Mike Brunel
I have a coffee shop that lets you throw a dice to see if you get a FREE coffee. I think that is pretty cool. The deal is, you order your coffee, they then hand you two dice. If you throw a double six you get the coffe Read More...
Posted by Mike Brunel
We all know that getting new customers is the lifeblood of any radio sales person. Servicing your current clients is also the lifeblood, so how do you balance the two. The one mistake that many sales people make in our Read More...
Posted by Mike Brunel
It’s easy to predict the level of success a sales person will have at your first meeting. It usually comes down to three things – capability, commitment and industry fit. And usually if all three aren’t there in Read More...
Posted by radioexcellence
Hi For anyone learning the ropes in radio sales I have just finished a free version of my new ebook... SUCCESS IN RADIO SALES & CONSULTANCY BASED SELLING http://mediaexcellence.eu/direct.html This gives an i Read More...
Posted by William R. Whiting
Hi all: I need some assistance, please, and wanted to see if anyone had any potential candidates. I have two networks signing up to carry two ones-of-a-kind short-form (one and two minute) shows of mine. I have hoste Read More...
Posted by Mike Brunel
Here is the final post on the final two personal and business messages from the book “Only Two Seats Left” www.onlytwoseatsleft.com If you have not read the previous posts then go back and have a read, I think yo Read More...
Posted by Mike Brunel
Last week I talked about the hugely successful travel company Contiki. If you have not read it check it out in my last post. I promised you some tips and lessons I learnt from this book, hope you like it... another n Read More...
Posted by Mike Brunel
I happened to be digging through some old blob posts on my www.talkingmediasales.com website and came across this story about Contiki. For my American readers Contiki is a tour company for anyone under 35. It does oper Read More...
Posted by Mike Brunel
No one likes to cold call, many of us have had to cold call over the years, I know that once I established a client list and some regular business I was less keen to go out and cold call. But as salespeople we have Read More...
Posted by Mike Brunel
When I first started in sales, I was trained by the Cadbury Confectionery Company. This company sold chocolate, yip chocolate... but they had some of the best training programs any sales person would want. Even today l Read More...
Posted by Mike Brunel
Here is another wise tale from Shaun Fay at www.talkingmediasalers.com Hope you enoy It seems our industry has more stories than a library. But are they all true? Legend has it that one of reasons Saatchi and S Read More...
Posted by Mike Brunel
My mate Shaun Fay is my resident copywriter and advisor on all things copy. We call our friends down here in Aussie and New Zealand mates... good on ya mate.... Shaun is a big believer like me that copy should be wr Read More...
Posted by Mike Brunel
There is a story about a leading manufacturing company based in Japan that saved ¼ million dollars by turning off the lights. A competition was run by this Japanese company with a reward of $25,000. The task: “How we ca Read More...
Posted by Mike Brunel
Speed Selling is a great way to launch a new media company and I have participated in it several times. Over the years it has become a lot more sophisticated. My company, NRS Media, has fine tuned it to pretty much lau Read More...
Posted by Andrew Russell Thomas
Hello and thanks in advance for any input you can give. I am trying to set up an event to profit the local school districts. I was thinking of a video game tournament, $5 entry and all proceeds benefiting the school syst Read More...
Posted by Mike Brunel
Finding the Right Fit I used to get really frustrated when I would work with a client for months, call on them time and time again, usual response, “Yip we are keen, just come later, yes we will advertise, we love your r Read More...
Posted by Barry Volk
The internet offers you the opportunity to seek out jingle companies and listen to their jingle samples online. Your success depends upon a thorough evaluation of as many companies as possible. You don't need to be a Read More...
Posted by Tami Montgomery
Looking at X-mas promotion ideas. If anyone out there has any ideas or great websites that would give me some ideas please let me know. I am a radio announcer but I understand sales, have done sales most of my life an Read More...
Posted by Brian Winnekins
Hi All! As my wife and I work on putting WRDN-AM back on air(yes we got the old call letters back!) we decided to at least start broadcasting the Durand Football games at our website at www.theriver1430.com. We are us Read More...
Posted by OSAZE IYAMU
Its an online magazine that makes broadcast sense. Rgister for FREE SUBSCRIPTION. http://digicastmagazine.com/issue/august-2011/article/digicast-magazine-flier
Posted by Mike Brunel
In January of this year, Century Management's (www.centman.com) founder and chairman, Arnold Van Den Berg, told the following story at his annual client review. This is quoted from the April 30 issue of Outstanding In Read More...
Posted by Mike Brunel
What a 6 year old can teach you about sales “Dad can I go to Emma’s please?” Ask your mother, I reply, “Dad when I go and ask mummy can I tell her your answer is yes… The art of selling and asking for the order starts a Read More...
Posted by Rod Schwartz
Every city in America has something to celebrate. Here in Pullman, WA, it's lentils. Lens culinaris. Latin for "edible lens" (or "tasty lens" perhaps?). It's a member of the legume or pulse family (beans, peas, garbanzo Read More...
Posted by Rod Schwartz
Radio (Still) Gets Results - an Audio Presentation The fact that I retrieved this presentation from a cassette tape tells you something about how long ago I put it together. (Hint: it was before we recorded onto flash Read More...
Posted by Mike Brunel
How to write a good thank you note It’s seems like a tough old market out there at the moment, in fact everywhere you go, they are telling us that advertising is down, it may never recover to what it used to be like, bus Read More...
Posted by Rod Schwartz
Each year since 2004 I've retained copies of my best radio work from the previous year, with a view toward entering them in radio's premiere creative competition, The Radio-Mercury Awards. My 2010-11 folder contains some Read More...
Posted by Rod Schwartz
Consistency is a great virtue in advertising, all other factors being equal. Most of my advertising clients have annual contracts that call for being on the air every day. This degree of exposure usually requires regular Read More...
Posted by Mike Brunel
Is Positive Thinking Negative I am not a great fan of the law of attraction books currently circulating at the moment. The theory is that if you “think real hard” then everything will come to you I would have to disagree Read More...
Posted by Rod Schwartz
NOTE: I originally wrote this piece for an audience of business professionals. Those of us who work in radio often think we have special dispensation to eschew the rules of English, since listeners don't see the commerci Read More...
Posted by Simon Paul Rushton
Have you ever been in a meeting where, due to the pressure of the call, the Sales Exec has said something that’s had you bite through your pencil trying not to laugh? Here are some examples of genuine things Sales Execs Read More...
Posted by Mike Brunel
Is your Sales Organisation on the Road to Abilene? My favourite management book is called the “Road to Abilene” by Jerry B. Harvey) it leads off with his story about his family, in Texas in 104 degree heat, with the wi Read More...
Posted by Peter Stone
Following on from a series of sonic presentations and talks on different forums and platforms, I thought I'd comment about presenting.........specifically with powerpoint. Have you ever noticed how some people hang up th Read More...
Posted by Geoff Bate
TOP TEN WAYS CLIENTS WASTE MONEY ON RADIO ADVERTISING All of us who sell radio advertising need to be aware of the ways a client can foil our best efforts to help them. Here are the top ten ways clients can cause even a Read More...
Posted by Mike Brunel
Is giving away something for free have a dark side? In Dan Kennedy and Jason Marrs’s latest book on NO BS Price Strategy they say that it has, and if you get too much into FREE it’s hard to get back valuable customers Read More...
Posted by Mike Brunel
Send your client a door How do you get clients that has said no to you a hundred times, but you just know that if I could just get his or her attention they would buy off you, what do you do, what is the one thing that m Read More...
Posted by Mike Brunel
What Walter Says I am a huge fan of the New Yorker magazine, I look forward to receiving it all the way from New York every week, it travels about 10,000 miles into my letterbox, waiting for me to open it, and discover a Read More...
Posted by Rick Murphy
Imagine sending a 60 word text to thousand of people and then had someone read it to them! That's Radio!
Posted by Brian Winnekins
Hi everyone! Hope your summer is going well! My wife and I are now owners as we closed on our station on June 21st!!! Now the fun really begins! We hope to be on air by fall(its amazing how much paperwork there is!)
Posted by Mike Brunel
Well not quite, but in Bob Bly’s The White Paper Marketing Hand Book, he describes his rule of thumb as a marketer for the last 25 years. “When you market to a group of target prospects, all of whom are qualified and c Read More...
Posted by william schenold
Wanted to thank the wonderful folks at the Radio Sales Cafe for sending out a prize: the Programming & Promotion book. Thank you Heather for the book and beautiful card!
Posted by Chuck Francis
How many times have you heard that radio and the web are powerful partners? Has your station witnessed the power of integrating digital with traditional? Before you finish this article, you’ll have the foundation of crea Read More...
Posted by Mike Brunel
What my Dad taught me about Sales but I wasn’t listening! My dad is 80 years of age, he was in the selling game too, well the other day while I talking to him on the phone, he reckoned I had stolen some of the stuff t Read More...
Posted by Mike Brunel
Would you Give your Client away? Over the years I have conceded that maybe my opposition media company is the best fit for the client. If you are in that situation would you let the other guy take the business? The reas Read More...
Posted by Mike Brunel
How many times have you heard that from a client? The truth is that client could live without your medium if they really wanted to, you on the other hand might starve. So how do you overcome that common objection? Well Read More...
Posted by william schenold
Think about it .. Doomsday is the biggest and best radio promotion (to promote his stations to the world) there ever was!
Posted by Mike Brunel
I am always on the lookout for ideas, and inspiration from other types of business. If you are looking for service and adding value you cannot go past the hotel industry. They are absolute masters at it. They always as Read More...
Posted by Mike Brunel
There is a story about a leading manufacturing company based in Japan that saved ¼ million dollars by turning off the lights. A competition was run by this Japanese company with a reward, the task: “How we can save mone Read More...
Posted by Chris Rolando
Two shoe salespeople were sent to Africa to open up new markets. Three days after arriving, one salesperson called the office and said, "I'm returning on the next flight. Can't sell shoes here. Everybody goes barefoot." Read More...
Posted by chris rohloff
Radio Gets Resluts! The week after Christmas Kings Christian bookstore started airing a commercial in which they said "or pick up Jill's favorite, the Daily Bible in Chronological order".. and that same week a KTIA lis Read More...
Posted by Mike Brunel
A friend of mine works in the real-estate business, at the moment it’s probably not the industry to be in, a bit like advertising. Anyway whenever they list a house, they get the opportunity to share the listing with all Read More...
Posted by Mike Brunel
Asking the right Questions? 7 questions to ask a Brand new Client who has never advertised before: 1. New leads into your Business? Q. Are you constantly getting new leads in to your business? This question will Read More...
Posted by Mike Brunel
I was speaking to one of my retail clients a few weeks ago about vouchers, and expiry dates. I am sure we have all heard of gift vouchers, and at this time of year they become hugely popular. Many companies sell gift v Read More...
Posted by John Horton
Hello, I’m John Horton. Looking for a show host to do more than just fill in the gaps? Let me help. I am looking for an on-air position. I am passionate about Radio, can bring ideas to the table, love working on imaging Read More...
Posted by Rod Schwartz
Taming Room Noise Harlan Hogan’s Way I’ve recently started experimenting with a new microphone, a Lawson L47MP condenser mic I purchased some time ago. Among the differences I’ve noticed, compared to the Electrovoice RE Read More...
Posted by Paul Schultz
I am an early riser, sometimes awake at 4am, and almost always by 5. I'm guessing many of you are the same way. Yesterday, around 4pm, I was staring at my desk blotter and the cork board in front of me. It was the 4pm wa Read More...
Posted by Rod Schwartz
The fellow on the right owns a local appliance/bedding/TV store. Obviously, he knows how to have a good time. He's also a model radio advertiser. His commercials run daily throughout the year on a number of local radio Read More...
Posted by Rod Schwartz
I’ll admit it. There are advertisers who should be discouraged from doing their own radio commercials. (Here I would love to insert a few perfect examples, but let’s be charitable.) Still, my tendency is to err in the d Read More...
Posted by Brian Winnekins
In a deal preliminarily reported here several months ago, Durand Broadcasting is buying WQOQ/1430 (Durand) from Zoe Communications. Durand Broadcasting is owned by Karla and Brian Winnekins of Durand. Brian Winnekins is Read More...
Posted by Rod Schwartz
Advertisers who voice their own radio commercials often find it a powerful way to leverage their knowledge and expertise, their accessibility, even their personalities to competitive advantage. After all, as own Read More...
Posted by Rod Schwartz
I create radio advertising campaigns for a living. Words are the tools of my trade. Words give wings to ideas and make them soar. Words move people, products, and services. Words turn strangers into customers, and cust Read More...
Posted by Rod Schwartz
Advertising dollars are scarce in the best of times. Competition is always fierce. But in today's economy, can any businessperson afford to squander his limited advertising budget? You wouldn't think so. There have never Read More...
Posted by Chris Souchack
Dogs. Music. Money. What do they have in common? You. THE HUNT IS ON FOR PEOPLE WHO LOVE DOGS AS MUCH AS MUSIC. IF THAT’S YOU , COME JOIN OUR PACK AND SELL ADVERTISING ON SHWOOF RADIO. Experience needed? Do you know that Read More...
Posted by Rod Schwartz
Serving Two Masters: the Radio Station and the Advertising Client Radio advertising salespeople serve two masters: their radio stations and their advertising clients. A salesperson's paycheck is written on the radio sta Read More...
Posted by Al Pervin
I have a pdf file containing lots of ways to generate online ad dollars. Let me know if you would like a copy. Might spark an idea or help with your presentation materials. No solicitation if you request a copy.
Posted by Rod Schwartz
Unless you've been in a coma or completely insulated from media this week, you're familiar with the story of Ted Williams, the one-time radio announcer, gifted with a "bottomless" golden voice, whose submission to alcoho Read More...
Posted by Rod Schwartz
That headline jumped off the page yesterday morning, as though it had been placed there just for me. I have been learning that "Saying Yes to Everything" almost always creates as many difficulties as it tries to solve. Read More...
Posted by Daryl P. McIntire
Tis the season...to recommend an excellent business book: The Leadership Secrets of Santa Claus. How to get things done in your workshop...All year long. This book has a sack full of content with chapters like: Build a Read More...
Posted by Chris Stonick
TABITHA HEALTHCARE HERE’S A RIDDLE? HOW DO YOU TURN AN 8 HOUR SHIFT INTO A 12 HOUR SHIFT? SIMPLE…WORK SOME PLACE WHERE YOU’RE NOT APPRECIATED OR RECOGNIZED. TABITHA HEALTHCARE EMBRACES THEIR EMPLOYEES…MAYBE THAT’S W Read More...
Posted by Rod Schwartz
Generally when a business owner decides to call it quits, his choices are either to sell the business or shutter it. The former is preferable but not always possible. Such was the case for a client of mine recently, who Read More...
Posted by Rod Schwartz
It's just after 1 p.m. in Pullman, Washington. The temperature is 9 degrees. It's snowing again. I've already uncovered the sidewalks twice, moving 4-5 inches each time. But because we had a little advance notice of t Read More...
Posted by Rod Schwartz
Darci the bank teller caught me off guard. "I want to do a radio commercial. I want to be on the radio," she said. "Really." I replied. "Yeah, I want to do a spot for our new CD. I'd be good at it!" In the short ti Read More...
Posted by Daryl P. McIntire
Hey I love the Holidays, I was Santa for years and have always tried to remain a child a heart. I love the Special Holiday music around the season. HOWEVER there are some artists and groups that should never try to sing Read More...
Posted by Fred Greensppan
We'll be premiering a new show called Pierce Social Network@ in Phoenix, AZ in October on KFNX 1100AM. It's all about how businesses can progress by using the social networking tools available like LindedIn, Twitter, Fac Read More...
Posted by Terence L. Daniels
Hello everyone, The Lord is leading back to St. Louis, Mo.,the first of Sept. 2010, and then eventually to East St. Louis, IL. If anyone has any contacts with the Gospel Stations their I would appreciate. My first cho Read More...
Posted by Jay Mitchell
We recently devoted an entire issue of The Small Market Radio Newsletter to the hot topic of Internet streaming. We received dozens of reader responses to our question, "If you're streaming, either full time or selective Read More...
Posted by RadioActive Media
I thought this blog post might be interesting to members of this group, detailing as it does, the kinds of advertisers who are spending and increasing budgets. I'm actually giving a preview before it goes live at RadioAc Read More...
Posted by Chris Rolando
This morning one of my competitors had their main offices burn to the ground. There is nothing left. No on air computers, sat dishes, nothing. But even worse... I am told there is no off site backup. Other broadcasters a Read More...
Posted by Lee Patterson
I offer great voice overs at a discount price. Please check out my website today at www.ldpvoiceover.com. If you have any clients that needs VO's or maybe station imaging? Please let me know.
Posted by Nuala Canning
I am based in Dublin Ireland and I am looking for information on the US Radio Market.In particular, I am looking for information on the advertising revenue split betweenn Direct Radio advertising and indirect radio adver Read More...
Posted by Don The Idea Guy
I don't know about the other folks here in the Radio Sales Cafe, but as the Internet Sales Manager, I am faced with a barrage of inquiries about banners and cheap CPMs. As most of you probably realize, most radio station Read More...
Posted by Steven Ridenour
Looking to build a sales team for Stride FM.http://bit.ly/9zX1xu - ceo@stride.fm
Posted by Paul Raymo
I'm still new to radio sales. Anybody have any "life lessons" learned from radio sales?
Posted by Chad Carlson
I have learned that in today’s ad sales world it is much more effective to bring prospects exclusive concepts rather than ad schedules and rates. Back when I worked for ABC/Disney (2000), it was simple, just bring a pros Read More...
Posted by Missy Hawkins
MOMS BEAUTY BOOTY ZL-11191.mp3
Posted by Missy Hawkins
MOMS BEAUTY BOOTY ZL-11191.mp3
Posted by Robert B Sherman
When the Going Gets Tough...Great Sellers Get Together
Posted by David Neely
I took our Steeler's Jersey promotion to a client that usually participates every year. This year she turned me down. So I went back, deleted the Jersey promotion part, leaving only the ads that came with it. Then I rena Read More...
Posted by Paul F Robinson
Well, I jumped ship last Monday - left a sales force of ten, and am now the only rep for a brand new smooth jazz station here on Maui... the station signed on - on Monday too... New station, new digs, and a complete cha Read More...
Posted by Tony Mariani
This is an Air Canada customer service response to a customer's complaint after the customer was bumped from four straight flights. "We regret that you were dissatisfied with our response and our gesture of goodwill(the Read More...
Posted by Steve Stone
I challenge EVERYONE to compare my jingles with other jingle companies. Then compare my $750 price to theirs. Let me know what you find out. http://jinglegiant.com
Posted by Valeria Bongard
I have never done collections before, and was just told yesterday that I had to start doing them, but was not given any ideas on how to go about it. Any help or info you can give me on how to go about it or what to say w Read More...
Posted by Jingle Jim
Radio Sales Cafe Members, I send out a radio sales tip newsletter every Monday morning called, The Jingle Of The Week. If you'd like a copy send me your email address and I'll hook you up! Jim Reilly American Music Con Read More...
Posted by David Birnie
We have a Movie Theater client that is very agressive and has included us in promoting their shows. They have upgraded to digital and 3D and have two show rooms. This is being done is a town of 3,700 and a county populat Read More...
Posted by coleportato
Written by LJN Music in NYC and available for pitching to casinos. Or maybe a dating service? Game store? We can customize the song with the client's name. (Additional fee, of course.) Lets Roll Dice +3Db.mp3
Posted by coleportato
This is our "cool iPod music." There are multiple versions/mixes of this song. Designed to be a major agency sound that you provide very cost effectively to your local clients. Catchy hook. Written to capture that light Read More...
Posted by Scott Mackenzie
The RAB provides a list of manufactures COOP and brands where COOP is about to expire. Is there another source on the web for this information. Any thoughts would be helpful.
Posted by Brian Shea
Many large, middle and even small market stations, in my opinion, still beat the big boys in the ad agencies on a day in day out basis for creativity. I don't think most people entered their work in the Mercury Awards th Read More...
Posted by Jeffrey Hedquist
People buy from people, not from institutions. Advertisers often forget this, and are more concerned about their perfect "image" than about relating to their audience as fellow human beings. It's not a perfect world, an Read More...
Posted by bonnie simon
We are currently using smarts but looking at other options. What software does everyone use and why do you like it? Thanks for your input.
Posted by Francisco San Millan
Hispanic Target Media has 9 fm fcc licensed stations in Tx, Az, Fl, NM, and Va. Out of which 5 are currently on the air and the other four stations are scheduled to air this year and 2010. The programming includes Region Read More...
