Wednesday, March 5, 2014

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Retailers Adjusting to the ‘New’ Consumer
Keywords: Retail Market

Customers are shopping at a fewer number of stores than they have in the past, which highlights the importance of building a loyal base of customers.

"Companies are starting to realize the importance of the customer, but it's a slow shift," said Forrester Research Analyst Emily Collins.

(Source:, By Krystina Gustafson, 03/03/14)
Join Us At The NAB Show!

The Radio Advertising Bureau will present five revenue and growth oriented sales and marketing sessions at this year's NAB Show, to be held in Las Vegas April 5-10, 2014.

The first of these seminars is new to the agenda -- Lunch and Learn -- A Discussion on Radio's Four Significant Issues. It will include segments on the perception of radio, digital revenue, HD radio and overall revenue trends.

This session is scheduled for Monday April 7, from 12:00-1:30 PM. For more information on the NAB Show, follow this link.

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Approval Scores for Independent Wireless Stores Improving
Keywords: Cellular Phones

The level of customer satisfaction for wireless retailers that are not owned by a specific wireless carrier are getting better all the time, according to the latest research from J.D. Power and Associates.

These stores include such chains as Target and Best Buy, along with independent authorized dealers.

(Source: Marketing Daily (Mediapost), By Aaron Baar, 02/22/14)

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Fast Casual Restaurants Embracing the Idea of Co-Branding
Keywords: Restaurants

Co-branding has been around since the '90s in the restaurant business, with the fast-food sector spawning the first partnerships. Now the concept has become more appealing to fast casual operators.

"Co-branding affords restaurants an opportunity to introduce their products to new markets, while mitigating cost and risk," said Catherine Kearns, general manager of CHD Expert North America.

(Source: Fast Casual, By Cherryh Butler, 02/20/14)

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Daily Sales Tip: Sales Managers Should Manage, Not Sell

A true sales manager should never sell. This is a potentially fatal mistake that can utterly demoralize your sales team. Having your boss compete for leads creates a less than desirable sales culture and raises questions of objectivity. On top of that, sales managers are often too busy working their own leads to bother coaching and mentoring the salespeople working under them.

Great managers know that their primary responsibility is to place those they manage in the best possible position to succeed. Selling against the team destroys any respect the staff has for the manager and creates a toxic, underperforming sales environment.

If you need your sales manager selling, it's possible that you are not ready to have a dedicated sales manager. In this case, the CEO, Vice President, or General Manager should take on the sales management role.

The responsibility of a sales manager is to attend to these five things and these five things only:

1. Holding sales people accountable
2. Developing the team with training opportunities
3. Coaching sales professionals
4. Motivating sales staff
5. Recruiting new talent

Regardless of what you call him or her, someone needs to take responsibility for these things, and it should not be someone who is also responsible for selling.

Source: Sales consultant Bob Croston

Account Executive, WRAL-FM - Raleigh, NC

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