Forums » What's Brewing at the Café: The Weekly Newsletter

What's Brewing at the Cafe, May 3, 2019

    • 1255 posts
    May 3, 2019 11:22 AM PDT


    What's Brewing at the Café....


    Happy Friday, everyone!

    You've probably noticed that this edition of the newsletter looks a little different; starting this week, we’re sending it directly from the Radio Sales Café website instead of a third-party email program.

    Please join us in welcoming our newest members:

    • David Palmer of Athens, OH
    • Ken Sutherland of Elko, NV
    • Trevor Beard of Banks, OR
    • Mike Self of Muscle Shoals, AL
    • Mike Beverly of Knoxville, TN
    • Debbie Spencer of Cleveland, OH
    • Antoinette Murphy of Springfield, MO

    We're glad to have you as part of the RSC community!

    In last week’s poll question, we asked whether a staff of seasoned, successful salespeople require a sales manager, and several RSC members responded with thoughtful replies. Thanks to all who shared! (Click here to read the replies, and please weigh in with your thoughts, if you haven’t already!)

    This week, we’d like to continue the topic: What do you consider to be the one most important thing the sales manager does for salespeople? Click here to reply.

    May 14 is the date of this month’s Local Broadcast Sales 2nd Tuesday Webinar featuring Mark & Holly Levy. We all have the potential to be great leaders. We have to be an inspiration to followers, leading by example while maintaining a positive outlook about specific outcomes. This includes your advertiser’s success and reaching revenue expectations. In this webinar, Leadership Impact Rx: Maximum Strength I3 Skills That Everyone at Your Station Should Master, Mark and Holly Levy (married for 35 years) will help you grow your leadership skills for driving revenue with practical examples and know-how. Click here for details and to register.

    Thanks to Bruno Tabbi for sharing his recent interview with Erica Farber of the RAB on the topic of phone numbers in commercials and why a “vanity number” can be useful; you can check it out here.

    In his latest blog post, sales trainer Dave Warawa discusses 2 Ways to Prospect for B2B Sales: 1. Horizontal Prospecting – Break a business category by selling products to the market leader in that category or a business that wishes to become the new leader. 2. Vertical Prospecting – Mine that category by calling on similar clients knowing more about their industry and what you can do to help new buyers make the right decision. Click here to read the whole article. Thank you for sharing, Dave!

    And thanks to Kurt Kaniewski for sharing more of his work; you can give it a listen here. We’d love to hear your commercials! Please click here to share them with us.

    This newspaper makes a direct pitch to readers to place paid congratulatory ads for new grads. Anyone in radio doing something similar?  Any reason we couldn’t?  We sell ads to businesses to congratulate new graduates. Why not listeners, too? Click here to share your thoughts.

    Thank you for your participation at Radio Sales Café. We hope you have a great Friday and weekend! 


    Radio Sales Café is provided as a free service to radio advertising sales professionals by Grace Broadcast Sales, helping radio stations sell more advertising since 1991. Want some ideas for extra billing, every month? Click here. (Want these ideas delivered to your inbox? Sign up for the GBS IdeaGr@m here.)

    This post was edited by Rebecca Hunt at May 3, 2019 11:28 AM PDT