Tuesday, April 1, 2014

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Restaurants Eye the Potential of Variable Menu Pricing
Keywords: Restaurants | Fast Food

Restaurant operators are exploring the concept of variable menu pricing -- at different times of the day or different days of the week -- as a way of generating additional traffic.

While speaking at last week's Women's Foodservice Forum, Hudson Riehle, senior vice president of the National Restaurant Association's information services division, noted that this form of "yield management" is on the verge of being utilized in the restaurant business.

(Source: Nation's Restaurant News, by Ron Ruggless, 03/27/14)
The NAB Show: A Chance to Learn!

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.

On Tuesday, April 8, from 10:30-11:45 AM, dozens of sales and promotion ideas will be delivered in 2 minutes of less during Rapid Fire Revenue Generators for Small/Medium Market Radio. Bring your own ideas and share them with fellow radio professionals as part of this lively session.

For more information on the NAB Show, follow this link.

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'Buy Local' Campaigns Continue to Grow
Keywords: Small Business

Around the country, the number of groups promoting "local first" or "buy local" campaigns is at an all-time high. More than 150 business alliances are encouraging community members to buy from independent, locally-owned businesses.

(Source: CNNMoney.com, by Julia Lyon, 03/28/14)

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New Baseball Season Means New Sales Opportunities
Keywords: Financial Services | Automotive

If your sales department is in need of bolstering the sales pipeline in search of advertising or sponsorship prospects for the new Major League Baseball season, look no further. The Media Audit has identified five major advertising categories every sales rep should pursue for 2014.

(Source: The Media Audit FYI, 03/28/14)

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Daily Sales Tip: Investing in Yourself

Over the 20-plus years that I have been training salespeople, educating sales managers and working to transform sales organizations, I have stumbled upon an observation which bothers me every time I communicate it. It's this: Out of a group of any 20 salespeople, only one has invested $25 of their own money on their own development and improvement in the past 12 months.

The non-professional salespeople don't think it's their responsibility to improve themselves. They won't buy a book, or attend a seminar without their bosses paying for it and requiring it of them. To them, it's just a job.

The professionals invest in themselves. Since they see themselves as professionals, they understand that they must constantly and continually "sharpen the saw." They buy the books, get the newsletters, attend the conferences, listen to the podcasts, etc.

Can you imagine your CPA, as he delivers your tax return, mentioning that he hasn't spent any time updating himself in years? Or the doctor, as he goes into surgery to work on your spouse or child, off-handedly tossing out the fact that it's been years since he bothered to take a class or upgrade his skills.

These seem like silly examples. But most salespeople (95 percent) don't bother to take the initiative to upgrade their skills and develop their competencies. Only the professionals do.

Source: Veteran sales trainer and author Dave Kahle

Advertising Agency Franchise Owner, Viamark - MA, CT, RI, NH, VT, ME, NY, NJ, PA, DE, NC, SC, TN, GA, FL
Sales Manager, West Virginia Radio Corporation
News/Talk/Sports Sales Manager, Federated Media

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