Thursday, March 27, 2014

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Radio Advertising Bureau Launches Enhanced Co-op Directory
Keywords: Radio

The Radio Advertising Bureau has re-launched the widely used and successful RAB Co-op Directory after a full overhaul of all of its services.

The new directory now has over 9,000 freshly updated listings available to assist with co-op sales strategies for RAB members across the country.
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 Monday, April 7, from 2:00-3:00 PM, Concentrating on Core Radio Revenues will be offered. Digital and integrated media are important, but don’t let these new attractions allow your salespeople to take their eye off of your primary revenue opportunities.

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

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Radio Generates Highest ROI Results in New Report
Keywords: Radio

Radio's ability to deliver an impressive return on investment for its advertisers is highlighted in a new study from Nielsen Catalina Solutions.

(Source: Advertising Age, 03/25/14)

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Survey Indicates 48% of Adults Likely to Buy a Cellphone in 2014
Keywords: Cellular Phones

According to a consumer survey commissioned by, 48% of U.S. adults will likely buy a cellphone this year, with almost 90% of the purchase intenders planning to get a smartphone.

The poll of 1,000 adults also indicated that 25% of adult consumers will likely buy a tablet in 2014.

(Source: TWICE, by Joseph Palenchar, 03/18/14)

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Daily Sales Tip: When the Customer Has Price Concerns

Don't dismiss the buyer when they push back. I often hear this comment: "If they push back on price, we don't want them! Pushing back on price is an indicator that a client will be high maintenance or worse down the road."

That might not be the case. Buyers are often taught to challenge price in multiple ways. Just because they challenge you doesn't mean they are bad people or are destined to be bad clients. It also doesn't mean they're challenging your value personally.

It often means they're trying to figure out how to engage you and your solutions. Some providers discount; others don't. They're just asking. Hold your ground and treat them reasonably in the process, and oftentimes they'll just come around.

Source: Sales/marketing consultant Mike Schultz

Sales Manager, West Virginia Radio Corporation
News/Talk/Sports Sales Manager, Federated Media

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