||RAB to Present Six Strategic Sales and Marketing Sessions at 2013 NAB Show
The Radio Advertising Bureau 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 of the 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.
Moderator: Julie Koehn, President, Lenawee Broadcasting Company, Adrian, MI
Panelist: Michelle Giroir, Director of Integrated Marketing & Events, CBS Radio, Houston, TX
Panelist: Kathy Smith, Director of Strategic Sales and Marketing, Entercom, Portland, OR
Panelist: 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!
Presenter: 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.
Moderator: Katie Gambill, President/General Manager, 5 Star Radio Group, Clarksville, TN
Panelist: Chris Bullock, Regional/General Manager, Cromwell Group of Illinois
Panelist: Beth Mann, General Manager, WKDZ, Cadiz, KY
Panelist: Chris Fleming, Chief Revenue Officer and General Manager, Ramar Communications, Lubbock, TX
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.
Presenters: 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.
Moderator: Dan Shelley, Senior Vice President, Interactive One/Radio One
Panelist: Martin Kristiseter, Vice President, Mobile Solutions, Marketron
Panelist: Matt Coen, President and Founder, Second Street Media
Panelist: 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.
Presenter: John Potter, Senior Vice President, Professional Development, Radio Advertising Bureau
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 media. 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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Auto Dealer Marketing Will Never Be the Same
Auto dealer advertising has changed 180 degrees from traffic-driving, on-air commercials in the digital age. Now, dealers are driving traffic by buying Internet leads.
Radio remains viable and important to dealers, just for different reasons. This webinar features an objective assessment of what you need to be talking about when calling on them.
Join RAB's John Potter as he takes a look at such considerations as how Internet leads drive traffic, the value of branding with radio, and how to use the automotive vocabulary to enhance your credibility.
This webinar will be offered today at 3 PM (CST). For registration information, click here.