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Video
In this special Sales Meeting On-Demand, we’ll join RAB’s VP/Training John Potter for a quick tour through the various research services and sales resources you can access as a member of the Radio Advertising Bureau..
Meeting Time | 17 Minutes
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238 | RAB Member Benefits
RAB sales tools and resources are designed to help you save time and make more money. On RAB.com, you can log in to the largest, RADIO-specific sales and marketing website in the world. From RAB.com, you will get 24-hour instant access to Instant Backgrounds, co-op plans, copy ideas, MP3 audio commercials, promotions, auto industry news and research, prospecting reports, articles, special research studies, training, and more. At the same time, RAB’s 800 Member Response Helpline gives you unlimited access to our Member Response team - ready and eager to supply immediate information on hundreds of business, product, service, marketing and media categories. Monday through Friday, 7am -5pm (Central), RAB Member Response is your “911” for Radio sales at 1-800-232-3131 or email member_response@rab.com.
In this special Sales Meeting On-Demand, we’ll join RAB’s VP/Training John Potter for a quick tour through the various research services and sales resources you can access as a member of the Radio Advertising Bureau.
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237 | RAB Account Manager
RAB presents a simple, powerful and affordable solution to account management. RAB
Account Manager incorporates real-time account management with CRM, projections
and forecasting, and order tracking, scaling easily to meet the needs of a single sales team
or multiple sales organizations spread across multiple states.
In this sales meeting, you’ll get a preview of this new, innovative, web-based application
from RAB. |
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236 | Organizing an Interactive Department
What are stations doing to increase digital sales? Most agree, it all starts with a solid organizational structure for your Interactive department. In this Sales Meeting on Demand, we share Kelly Wallace’s comments during a panel presentation at the Radio Show. Kelly is Interactive Manager of Greater Media in Philadelphia. |
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235 | Category Spotlight: Automotive
In this sales meeting, we’ll drop by a recent webinar, developed by RAB’s VP of Training John Potter, on the automotive category and what to expect in 2010. John puts his considerable work as a Radio seller and manager together with firsthand experience in a family dealership and the latest research on the category to give us the inside track on automotive sales and marketing. |
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234 | Promotions
Need a few promotional idea starters? Then meet Doug Harris. With a creative legacy
than spans 25 years in marketing and a dozens of broadcast clients around the world,
Doug has a well-earned reputation for creativity and out-of-the-box thinking. In this
Sales Meeting on Demand, we’ll drop in on one of Doug’s sessions for a few new ideas
as well as new spins on ideas that are tried and true. |
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233 | The Best of RAB.com
As we close out 2009 and start planning for 2010, we look back at the 10 most-used resources on RAB.com over the past year. You’ll see what other sellers are using most often to build better client relationships, write larger orders and close more sales.
From RAB Instant Backgrounds and Articles to Co-op and Competitive Media, RAB’s Dave Casper will take us inside RAB.com for a look at the sales tools and services sellers used most. |
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232 | The Digital Gold Rush
Much of this year’s NAB Radio Show focused on generating revenue from our core product of on-air advertising. But there were also panels and workshops on digital. In this Sales Meeting on Demand we feature highlights from a panel of experts who spoke on making money in the Digital Gold Rush. Topics included what we need to know about digital creative, competitive sales philosophies, and recommendations to take to agencies. Panelists were Brian Benedik, President of Katz 360; Eric Ronning, President of Sales at TargetSpot; Bill Freund, Executive VP of Triton; and Patrick Reynolds, Chief Marketing Officer at Ando Media. The moderator was Neal Schore, President and CEO of Triton Media Group.
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231 | Getting Your Clients Ready for the End of the Recession
For this meeting, we take you to Philadelphia, the site of the NAB Fall Radio Show
for a session with RAB’s Mark Levy titled Getting Your Clients Ready for the End of
the Recession. As Mark indicates in his presentation, it may be too early to call the
recession over. Nevertheless, there are a number of things clients can do right now to
leverage new and emerging trends in consumer behavior and prepare for an upturn in
the business cycle, working with their marketing partners in Radio. |
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230 | Navigating RAB.com
In this meeting, we’re going to look at an all new way of navigating RAB.com … a brand
new menu that reorganizes the site based on sales activities. It’s now easier than ever
to find information to help you prospect, cold call, complete throughout CNA’s, build
great proposals and more. We’ve even added a new section for managers and a great
site map to help you get the most from you time online.
We’ll take a quick tour in this RAB’s Sales Meetings on Demand. |
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229 | Getting to YES with Digital Prospects
The Internet can be confusing and even a bit frightening to your local advertisers. They
need a knowledgeable consultant to help them navigate through troubling waters. In
this sales meeting, we’ll catch up with RAB’s John Potter and Gordon Borrell of Borrell
Associates for an excerpt from their recent RAB webinar, Getting to YES with Digital Prospects. |
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228 | RAB Personal Membership - Make It Yours
RAB Personal Membership is a new level of service and support from RAB
that lets you personalize your view of RAB.com with links to the sections you
use most. You’ll also have the option of selecting up to six client categories
that can be automatically tracked for the latest business news and
marketing trends. With RAB Personal Membership, you receive your own
personal microsite, priority access to RAB Member Response, and special
discounts on training and development. |
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227 | RAB Advertising and Prospecting Activity Indicator Report
In this economy, prospecting, and perhaps more importantly knowing where to prospect,
is more important than ever. RAB’s all-new Prospecting Indicator Report is
designed to help identify advertising categories for new business prospecting. |
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226 | Training The Trainers
Training, like success, is a journey, not a destination. As a sales manager you
are responsible for getting the most productivity from your salespeople.
That means continually training your staff. In this meeting we share a presentation
from the RAB2009 conference from Marijane Milton, Vice President
of Training and Development at Entercom. |
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225 | Driving Auto After-Market
This is an unusually challenging economy. Advertising categories that usually do well in a recession are down. A collision of tight credit and soft consumer confidence have added up to further problems for the auto industry.
As Americans put off buying new vehicles, many auto repair shops have seen a lift in sales. With few alternative, consumers are holding on to vehicles longer, opting to repair instead of replace. In this sales meeting, we’ll explore the Auto After-Market category with RAB’s John Potter. |
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224 | Power Tools for Sellers: The New Netbook
In the current economic downturn you might not be thinking about the latest electronic gadget to make it into the marketplace. However with a combination of probability and affordability, the new line of Netbooks may have you thinking twice. As a Radio seller, you’ll love the light weight and relativity low cost of the potentially powerful sales tool. |
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223 | ChartIt: Make Radio’s Numbers Come to Life
ChartIt is a new online application that allows RAB.com visitors to quickly and easily create a colorful chart from almost anything. ChartIt uses Adobe Flash technology and a crisp, friendly interface to make building powerful charts a snap. Once your chart is created, it can be printed directly from RAB.com or saved for use in any popular word processing or presentation program like Microsoft Word or PowerPoint.
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222 | The New Radio Marketing Guide:
Experience Radio’s Story in a Whole New Light
Did you know that 235 million people tune in to Radio every week? In fact, consumers spend more time with Radio than television, newspaper, and even the Internet. That’s just part of Radio’s powerful and compelling story that you’ll find in the all-new Radio Marketing Guide. The new Radio Marketing Guide is now online, and it features an exciting collection of new tools including bright, colorful graphics that illustrate Radio’s story, customized profiles, and dynamic charts. It’s a multi-dimensional tool for Radio sales and advertising professionals giving you immediate access to data you can use to communicate the unique marketing power or Radio. |
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221 | Using Calendars to Close Long-Term Contracts
Just in time for the new year, here’s a proven technique you can use to close more long-term business. Learn how to use a simple calendar to walk your clients through the year, creating a marketing plan – and a year-long commitment – through collaboration. It’s an effective, yet very simple, exercise that you can start working with immediately.
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220 | The New Radio Sizzle Video
At the NAB Radio Show in Austin, RAB was proud to debut the all-new Radio Sizzle Video. As a part of the Radio Heard Here campaign, the Sizzle video is designed to show Radio in all its forms — on air, online, on site, and on demand — to get clients and prospects excited about Radio and technology and to underscore the unique marketing power of Radio to create identity and drive transactions.
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219 | Revisiting The Radio Ad Lab
Since its inception in 2001, the Radio Ad Lab has pioneered a vast collection of state-of-the-art research designed to prove the unique marketing power of Radio in a variety of treatments. The growing collection of studies focuses on the value of Radio in all its forms, from Radio in the media mix to the potent emotional impact of Radio advertising. In Revisiting the Radio Ad Lab, you’ll hear from Mike Mahone and Scott Vowinkle as they give you an overview of Radio Ad Lab research available for download on RAB.com. They will also explain where to find Radio Ad Lab materials and how to best use the research to increase sales. |
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218 | Getting the Most from Your Membership in RAB
How can you get sales on track and super-serve your accounts? This Sales Meeting On Demand is all about NEW. New sales tools and services for digital sellers, new profiles on competitive media, new programs to make proposals easier, an all new look for RAB’s daily newsletter Radio Sales Today and a new orientation webcast to help you get the most from membership in RAB. |
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217 | Industry Focus:Restaurants
This week our focus is on the restaurant industry and the challenges – as well as the opportunities – restaurant owners face in the current economic climate. We’ll hear from a local owner just how he is coping – and what he expects from us as marketing partners. |
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215 | RAB2008 Highlight Group Heads Panel Keynote
At RAB2008 in Atlanta, the Group Heads panel discussion featured an engaging conversation about the value of digital opportunities. In this highlight, Bud Walters of the Cromwell Group, Skip Finley of ICBC Broadcast Holdings, Lew Dickey of Cumulus Media, and RAB Board Chair Peter Smyth of Greater Media share their thoughts and excitement as well as a few practical ideas for designing your own digital strategy.
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213 | The Shift in Automotive Marketing
Auto dealers are moving ad budgets from traditional to new media. What’s going on? To find out we contacted a dealership that sells a high percentage of vehicles using the Internet. Lamborghini of Ohio is the largest Lamborghini Dealership in the United States. They’re just outside of Columbus in Marysville, OH. To sell a relatively high volume of Lamborghinis in this small rural community, the dealership
uses Internet marketing to target a specific consumers over a wide geography.
In this meeting, we’ll talk to their Marketing Director to find out how dealerships
are using New Media and, more importantly, how Radio stations can get in on the action. |
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212 | RAB2008 Highlight: Chris Anderson of Wired Magazine
Radio in all its forms is being changed by what’s happening in the digital space. In this highlight from RAB2008, Chris Anderson uses a story about NPR to illustrate his point. As you watch, be thinking about how your listeners may be using technology to time-shift the content your station produces. What are the implications for our advertisers, and perhaps more importantly, how can an on-demand content strategy play a significant role in revenue development for your station?
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211 | The 2008 Radio-Mercury Awards
For this meeting, we take you to Los Angeles … one of the world's centers of culture, technology and media and entertainment. It’s the perfect destination to host the 2008 Radio-Mercury Awards. This year’s competition for the best of the best in Radio creative came to a dramatic conclusion on May 21 at the Four Seasons Hotel in Beverly Hills. In this Sales Meeting on Demand, we’ll hear directly from the big winners … including this year’s $100,000 grand prize winner and listen in on their award-winning creative. |
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210 | RAB2008 Highlight: Great Presentations, Great Ideas
One of the ways you can bolster sales in soft market conditions is calling beyond the traditional Radio account list. In this RAB2008 Highlight, we’ll sit on you panel discussion covering non-traditional advertisers moderated by Brandeis Hall. The panel discussion opens with Jay Philippone from Priority Communications offering a few suggestions on how you might approach non-traditional clients. The panel also features a number of others with successful track records in working with non-traditional clients including Julie Koehn, WLEN Radio in Adrian, Michigan, Alan Bishop, Finger Lakes Radio Group in Geneva, New York, and Mike Hulvey, Neuhoff Broadcasting in Danville, Illinois |
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209 | Category Spotlight Home Improvement
From Lowes and Home Depot to the local “mom and pop” hardware stores down the street, competition is tough as more and more people are looking to spruce up their homes and renovate their lifestyle. This Sales Meeting On Demand features an interview with Dean Herriges from the National Association of the Remodeling Industry, a profile of your typical home improvement customer, and tons of great ideas from this category that you can incorporate at your station. |
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208 | Creating An Emotional Bridge To the Listeners
With a creative legacy than spans twenty years in marketing and a stable of dozens of broadcast clients around the world, Doug Harris has earned a reputation as the world’s premiere broadcast marketing consultant. Harris has made a practice of out-thinking, rather than out-spending his competitors in ratings and revenue battles. In this excerpt from RAB2008 in Atlanta, Harris talks about getting greater value from your promotions
by creating an emotional bridge to your listeners. |
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206 | RAB's New CDMC
You know the Internet. You know about email and podcasting and user-generated content. You know about permission marketing and opt-in lists and even the dreaded myspace.com. But do you feel comfortable selling the Internet? Let's face it. It's not some fad and it's not going away. And the RAB is here to help. |
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205 | Co-op: The Money You're Missing
In February, the Radio Advertising Bureau presented a webinar, produced by RAB’s VP/Alternative Revenue Development, on understanding Co-op Advertising. In this sales meeting we offer an excerpt from that webinar and some resources where you can get more in-depth information. |
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204 | The Real Deal on Real Estate and Radio
Location, location, location. Isn't that the mantra of the real estate community? Well, just like Radio, real estate is all about being local. As the market tightens, agents need more promotional support than ever. In this meeting we'll explore LOCAL opportunities for Radio in both commercial and residential real estate development and sales. |
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202 | Inside Outdoor
From a gigantic 1835 circus poster to today’s digital billboards in Times Square, Outdoor advertising continues to adapt ad evolve and it’s important for Radio sales professionals to stay in the know about this competitive media. |
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201 | Selling in a Challenging Economy
Over the last century, economists tell us there have been 20 recessions in the United States. And whether you agree that the country is currently experiencing another one, we are certainly facing a challenging economy. Learn how to position Radio and your station to survive and even thrive in a challenging marketplace. |
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200 | Hands-On Guide to the All New PROposal Assistant
Introducing RAB’s all-new PROposal Assistant, a web-based proposal-writing system that guides you painlessly through the proposal-creation process. In this meeting learn all about this new program and how to make it work for you and your clients. |
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199 | New Revenue In A Digital Age
At RAB2007, Sheila Kirby of Interep and Sue Novicki of Morrison and Abraham led this excellent session. Following is just a short excerpt. If you'd like to purchase the entire session, visit mobiltape.com. |
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