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RAB to Present Five Strategic Sales and Marketing Sessions at 2015 NAB Show

New York, NY – February 3, 2015 - The Radio Advertising Bureau (RAB) will present five revenue and professional development-oriented sales and marketing sessions at this year’s NAB Show to be held in Las Vegas April 11-16, 2015.

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

“Our mission is always to help grow revenue for the radio industry; these sessions will drive home key lessons and tools of the trade to help close deals and, at the same time, focus on honing valuable sales and management skills,” noted Erica Farber, President and CEO, Radio Advertising Bureau. “NAB Show attendees will find these sessions invaluable to their future success in the broadcast business.”  

The Radio Advertising Bureau’s sessions are as follows:

Monday, April 13, 2015, 12:00 - 1:30 PM

Lunch and Learn: Vision and Leadership; Getting the Buy-In

Google did it.  Apple did it.  Ben & Jerry’s did it. Visionary leaders communicate the passion, voice, and values of their companies to ALL levels of employees; motivating them to embrace their vision and turn it into actionable steps. Learn ways to measure the results of setting goals, implementing plans, and solving problems that get the buy-in throughout the organization and inspire your employees to work for the success of the company as a whole.

Moderator: Erica Farber, president & CEO, Radio Advertising Bureau
Panelists: Scott Herman, executive vice president of operations, CBS Radio; Kim Guthrie, executive vice president, Cox Media Group; Bob Proffitt, president & CEO, Alpha Media LLC

Monday, April 13, 2015, 2:00 - 3:00 PM

Recruiting Radio Sales Superstars in the New Media World

You can't afford to lose sales because of mediocrity in your sales force. What you want from sales professionals is top-notch performance. But the real challenge is finding qualified candidates to interview. Learn smart practices on recruiting super sellers from outside of media, how to build and maintain a pipeline for future hires, and ways to re-engage current sellers.

Presenter: John Mitton, president & CEO, MITTONMedia,

Monday, April 13, 2015, 3:15 - 4:00 PM

7 Ways to Leverage Your Client Needs Analysis

All salespeople think they know how to conduct an effective Client Needs Analysis, but what should be an insightful discussion into the needs, goals, and strategies of the client often turns into a dull game of 20 Questions. Learn seven effective ways to leverage the Client Needs Analysis for your client’s success and your own.

Presenter: Gerry Tabio, CEO, Creative Resources,

Tuesday, April 14, 2015, 10:30-11:30 AM

Small & Medium Radio Markets Idea Exchange

You can never have enough great ideas. This panel of dynamic small and medium market broadcasters will share dozens of sales and promotion ideas guaranteed to drive new revenue for your station. Join us as your moderator and panel share success stories for the first half of the session, then break into round tables for open idea sharing with your colleagues.  

Moderator: Bud Walters, president & owner, Cromwell Group
Panelists: Tricia Gallenbeck, director of sales, Beasley Media Group; Kathy Byerly, director of sales, Neuhoff Media; Stephanie Heide, local sales manager, Spencer Radio Group.

Round Table Consultants: Mark Levy, president & CEO, Revenue Development Resources; John Mitton, president & CEO, MITTONMedia; Gary Moore, Insight Edge, Inc. & Local Broadcast Sales.


Wednesday, April 15, 2015, 2:25 – 2:55 PM

Integrated Radio Advertising: Creating a Win-Win!

Integrated campaigns work in two ways: saving radio clients and getting better results for advertisers. Join us to see specific examples of integrated programs that work. You'll get case studies that outline client and station objectives, the idea, and the results. Adapt these proven success stories for your toughest advertisers and keep your clients on air and happy.

Presenter: Lisa V. Phillips, director of digital sales, Connoisseur Media.

This session is part of Digital Strategies Exchange for Radio.  Digital Strategies Exchange for Radio (DSX4r), presented by NAB Labs, is a one-day program within the Broadcast Management Conference that focuses on the many new technologies affecting radio broadcasting today and provides recommendations for non-technical managers on how to best leverage them to local radio's advantage. Topics include digital deep dives into sales, metrics, content, the Digital Dash and NextRadio, plus the presentation of the ever-popular New Idea Showcase.

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. Learn more at www.rab.com.

About NAB Show
NAB Show, held April 11-16, 2015 in Las Vegas, is the world's largest electronic media show covering the creation, management and delivery of content across all platforms. With more than 98,000 attendees from 150 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. For complete details, visit www.nabshow.com.

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.