RAB to Present Six Strategic Sales and Marketing Sessions at 2013 NAB Show

New York, NY – February 6, 2013 - The Radio Advertising Bureau (RAB) will present six revenue-oriented sales and marketing sessions at this year’s NAB Show to be held in Las Vegas April 6-11.


The six sessions, led by the RAB Professional Development team, feature an array of radio sales and marketing executives who will share their insights on increasing radio revenue in today’s vast media landscape.  Convention attendees will leave these sessions with strategies and ideas that can be implemented in their markets readily.


“Our goal is to provide the necessary tools, knowledge and training services to help sellers on the street close deals and help drive revenue” noted Erica Farber, President and CEO, Radio Advertising Bureau. “These sessions should be a ‘must attend’ at the NAB Show for any attendee in the broadcast business, and will be of great value back in their respective markets.” 


The Radio Advertising Bureau’s sessions are as follows:


Radio’s Alternative Revenue Is No Longer Alternative

Monday, April 8, 2013, 1:00 – 2:15 PM


Stations that are serious about meeting revenue goals are learning that advertisers no longer view their non-spot efforts (events, cause marketing, sports marketing, etc.) as the stepchild to advertising. Rather, these efforts now share the podium in integrated marketing. Such multi-platform, cross-channel programs are seen as essential to building consumer awareness, attention, sales and loyalty.  This panel of successful Alternative Revenue specialists and sales managers from all sized markets will share tips and ideas on a variety of revenue-building programs you can implement at your stations.



Julie Koehn, President, Lenawee Broadcasting Company, Adrian, MI


Michelle Giroir, Director of Integrated Marketing & Events, CBS Radio Houston, TX


Kathy Smith, Director of Strategic Sales and Marketing, Entercom, Portland, OR


Danielle Outlaw, Vice President Sales, Neuhoff Media, Springfield/Decatur/Danville/Twin Falls, IL



Meeting Radio Revenue Goals in an Uncertain Economy

Monday, April 8, 2013, 2:30 – 3:45 PM


Advertisers, bombarded by news of financial uncertainty need help sorting out the best course of action to market their businesses.  Susan Novicki will demonstrate how to find the silver lining in every headline.  She will take you through a process you can share with your salespeople to approach advertisers.  You’ll learn how to read a headline and turn it into revenue!



Susan Novicki, President, Morrison & Abraham


Small & Medium Market Radio Idea Exchange

Monday, April 8, 2013, 4:00 – 5:15 PM


Ideas drive sales in small and medium markets.  Join this panel of successful broadcasters and get ideas you can implement that will far outweigh your investment in attending the Show.  You’ll leave the session with a year’s worth of money-makers.



Katie Gambill, President/General Manager, 5 Star Radio Group, Clarksville, TN


Chris Bullock, Market Director, Cromwell Group of Illinois


Beth Mann, General Manager, WKDZ, Cadiz, KY



Technology To Enhance Radio Salespeople’s Productivity

Tuesday, April 9, 2013, 10:30 – 11:45 AM


New electronic tools create efficiencies for salespeople and managers that were unimaginable a few years ago.  Search and social networks speed the prospecting process; CRM and accountability software keep sales professionals focused and managers informed.   See how tablet-based selling can organize all your radio and digital offerings and help your sales staff “wow” current clients and new prospects with compelling mobile presentations.



Michael Reath, General Manager, Delmarva Broadcasting


Dave Casper, Senior Vice President, Services, Radio Advertising Bureau


The Digital Mindset: How Radio Stations Are Making Money with Digital

Tuesday, April 9, 2013, 2:30 – 3:45 PM


Only 4% of radio’s revenues come from digital, yet some stations and clusters are generating double digits.  What’s the secret to success and growing your digital share?  This panel of experts will share ideas on how you can increase your digital revenues selling online, mobile, social, and promotions.



Dan Shelley, Senior Vice President, Interactive One/Radio One


Martin Kristiseter, Vice President, Mobile Solutions, Marketron


Matt Coen, President and Founder, Second Street Media


Mark Edwards, Digital Community Manager, The Tesh Media Group



RAB’s Seven Steps To Radio Selling Success

Tuesday, April 9, 2013, 4:00 – 5:15 PM


There are many distractions to selling radio’s core on-air commercials.  RAB’s seven-step sales process must be the foundation of a successful sales department.  Join us to hear the latest twists your salespeople need to know when prospecting, getting the appointment, conducting a truly customer-centric CNA, presenting packages and proposals, and addressing objections and closing.  You’ll leave this session with a guideline to bring new salespeople up-to-speed and re-invigorate the experienced ones. 



John Potter, Senior Vice President, Professional Development, Radio Advertising Bureau


About RAB

The Radio Advertising Bureau serves more than 6,000 member radio stations in the U.S. and over 1,000 member networks, representative firms, broadcast vendors, and international organizations. RAB leads and participates in educational, research, sales, and advocacy programs that promote and advance Radio as a primary advertising medium.


About NAB Show
NAB Show, held April 6-11 in Las Vegas, is the world's largest electronic media show covering filmed entertainment and the development, management and delivery of content across all mediums. With more than 90,000 attendees from 151 countries and 1,600+ exhibitors, NAB Show is the ultimate marketplace for digital media and entertainment. From creation to consumption, across multiple platforms and countless nationalities, NAB Show is home to the solutions that transcend traditional broadcasting and embrace content delivery to new screens in new ways. Complete details are available at www.nabshow.com.


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About NAB
The National Association of Broadcasters is the premier advocacy association for America's broadcasters. NAB advances radio and television interests in legislative, regulatory and public affairs. Through advocacy, education and innovation, NAB enables broadcasters to best serve their communities, strengthen their businesses and seize new opportunities in the digital age. Learn more at www.nab.org.