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RAB Webinars On Demand
Below you'll find a list of RAB Webinars available on demand, covering a variety of sales, sales management and alternative revenue topics. All webinars are approximately 1 hour in length and require speakers to hear the audio portion.
Instructions: To begin, select a webinar from the list, checkout and pay with any major credit card. When your payment is complete, you will be emailed a link that allows you to access the full webinar for 14 days. Please note, the link will expire 14 days from date of purchase.
If you have questions, please call RAB Member Response at 1-800-232-3131.
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Recorded Live: January 24, 2012
Rev Up Your Auto Dollars!
Automotive's best months are in the spring. Now is the time to be talking to your dealers. Be ready with informed and professional questions and recommendations based on your knowledge of the automotive category. In this webinar you will learn:
- Automotive advertising funding sources
- To speak the language of the industry
- Marketing news dealers expect you to know
- Dealer objectives
- Changing marketing concepts in dealerships
Price: $89.00
Click here to order
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Recorded Live: January 17, 2012
5 Things Advertisers and Agencies Want
Be prepared for meetings with advertisers and agencies. Know in advance what they most likely want:
- Creative solutions
- Custom recommendations
- Integrated media
Hear what America's leading advertisers and agencies want and expect when they meet with you. A series of audio/video interviews will be shared.
Price: $89.00
Click here to order
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Recorded Live: November 10, 2011
Sales Management Series: Problem Solving Simplified
Problems? At a broadcast property? Well, as hard as it is to believe, there are SOME stations that have problems. If you or someone you know works at a station where "the big uglies occasionally rear their heads," join us as we explore strategies and tactics to slay the "problem dragon." Topics include:
- Why having no problems is truly overrated
- Why we avoid making decisions
- Problem types and how they differ
- Step by step strategies for solving problems
- You've made a decision...now what?
Price: $89.00
Click here to order
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Recorded Live October 27, 2011
Social Media: Connect To Listeners and Revenue
Social Media is not a tactic, it's the future. And it requires a strategy by programmers and sales professionals. In this powerful one-hour session, RAB's John Potter and Jacobs Media's Lori Lewis will demystify, educate and connect the social media dots:
- Programming
- Listeners
- Sales
- Clients
Learn why social matters, the components of an umbrella strategy, and how programming and sales are using social. You'll hear case studies that will give you ideas you can use to sell advertisers integrated marketing solutions that incorporate your social elements.
Price: $89.00
Click here to order
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Recorded Live October 19, 2011
Coffee Is For Closers - New Prospecting Tools to Close sponsored by The List
In the movie Glengarry Glenn Ross actor Alec Baldwin tells salespeople free coffee in the office is for closers and dismisses excuses that leads are weak.
In radio, leads are not weak when you properly target, find, research and qualify prospects. Join RAB's John Potter and guest presenter, David Currie, Chief Marketing Officer of The List, as they outline:
- Prospecting that leads to more closes
- Digital tools to target, find, and research prospects
- Research tools that make your job easier and more productive
- The RAB Prospect Evaluation Calculator©.
This new approach to a tried and true element of sales will save you time, make you look good to prospects, help you establish relationships, and ultimately CLOSE MORE BUSINESS.
Participation is free courtesy of The List. The List provides new business development and sales professionals with exclusive access to search for accurate B2B sales leads within a verified database of 100,000+ highly targeted marketing, advertising, and media decision makers. www.thelistinc.com.
Price: $0.00
Free
Click here to view
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Recorded Live October 11, 2011
Integrated Sponsorship Revenue; Sell Clients What They Need and Want
"Nobody buys a drill because they want a drill; they buy one because they want a hole."
Let's face it: no potential sponsor wants to buy your Package A, B, or C. What they want is access to a combination of tangible and intangible assets that helps them reach their business goals. It has never been more critical for you to take full advantage of current and potential partnerships and build long-term, multi-annual relationships.
In this webinar, you will learn to:
- Identify new sources of corporate dollars
- Create new opportunities using current assets
- Understand the value of Activation to sponsors
- Identify the most active categories and their hot-button objectives
Who should attend?
Every radio salesperson and sales manager will benefit from knowing what clients want and how to put together integrated ad campaigns to solve those wants.
Price: $89.00
Click here to order
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Recorded Live, November 16, 2011
Getting a Bigger Share of the Political Advertising Pie
In politics, winning is everything! The political category, no longer a cyclical business, has a projected $4.8B dollars in political spending for 2012. How do you get a bigger piece of the political ad dollar pie? Within this webinar, you'll learn the keys to developing a successful sales strategy in this all important arena for Radio. Topics covered will include: the political landscape defined, understanding the intricacies of political advertising including unit rate structures, selling radio's strength's and those of your stations' brand and more. We'll also show you how to take advantage of the political handbook, calendar and other tools available on RAB.com. This is a must attend for political sellers and political sales managers.
Join us as political experts Anne-Marie Petrie, VP, Political Director for CBS Radio, Patrick McGee, VP, Manager for Katz Radio Group are hosted by Sheila Kirby SVP, Professional Development RAB, to provide you with insights on how to prospect, approach, and sell to these political advertisers and gain a bigger piece of the pie.
- Understanding the national and local Political language
- Issue vs. candidate funding
- The role of political consultant, agency and campaign director
- Compliance and steps to success
Who Should Attend?
This session is for Radio sellers and managers who are actively seeking dollars from the 2012 campaign.
Price: $89.00
Click here to order
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Recorded live August 17, 2011
Want Fries With That? Integrated Sales to Fast-Food/Quick Service Restaurants
"There's a huge need for local-store marketing, now more than ever. National marketing just can't do it all." The Quick Service industry is recognizing that Radio is well-positioned and experienced in efforts Quick Service Restaurants are initiating: sampling, digital marketing, in-store campaigns, Cause Marketing, crowd sourcing, and integrated messaging – and with a built-in, responsive consumer audience.
- Learn how much money is actually in play across the QSR Industry
- Find funding at local, regional, and national levels
- Discover trends and areas of growth w/opportunities for Radio
- Actual case studies from Subway, Firehouse Subs, and more
Price: $89.00
Click here to order
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Recorded live August 11, 2011
Sales Management Series: Budgeting To Assure Success In 2012
Budget time is just around the corner. If you have not attended an RAB webinar on budgeting, or if you could use a review of some sound, fundamental, budgeting strategies before you submit your 2012 budget, plan on joining us as we discuss strategies, systems and tactics to help you create a meaningful budget. In this webinar you'll get:
- A process for developing your budget
- Resources to help you project revenues
- Economic, advertising and station factors that influence your budget
- A discussion on staffing realities that affect your future revenue
- A budget template if you don’t already have one from Corporate
- Tools to use with your sales staff to involve them in the process
An accurate budget can be the single most important document for a manager to have a successful year. Join us and get ready for a great 2012.
Price: $89.00
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Recorded live July 13, 2011
Advertiser Spotlight: Financial Institutions
The financial industry is alive and well in spite of the financial crisis of the past few years. After suffering bank closings, stock brokerage consolidations and mortgage losses, many firms in banking and on Wall Street are enjoying record profits. Advertising and marketing are different, but still important to the financial ad categories. Banks need customers, brokers need clients, mortgage companies need to make loans, and credit card companies need consumers.
Join RAB’s John Potter, with guest presenter, Sue Novicki, President of Morrison and Abraham, for the information you need to close more Financial Industry business:
- Industry trends and marketing opportunities
- The best prospects and how to identify them
- Consumer needs for financial management
- The growing importance of online and mobile banking
- The evolving competitiveness between financial institutions
- The new role of credit unions
- Demographics and ethnicity of banks’ best prospects
This fast-paced presentation provides the information you need to prospect, determine needs, develop presentations, and sell more financial institutions.
Price: $89.00
Click here to order
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Recorded Live, June 22, 2011
Xtreme Co-op: Winner Takes All!
Each year, some $50 billion of media advertising is financed through co-op programs.* But while all co-op sales are worthwhile, the one-retailer-by-one-retailer approach is time-consuming and yields modest results. Dealer Groups and Distributors are where the big co-op money lies. But if selling one retailer takes hard work, think about selling 10 or 20 or more.
Selling dealer groups and distributors is like getting your Ph.D in co-op. You have to have mastered the business before you take on groups. But if you’re ready for a highly competitive Co-op approach with a winner-take-all end result, join us for this one-hour webinar in which you’ll learn:
- How to stack the deck in your favor
- Integrated strategies to use ALL of the available co-op
- Keys to sell them into an annual program
- Co-op-rich Dealer Group / Distributor categories
*Source: National Register Publishing, Marquis Who's Who LLC
Who Should Attend?
This session is for Radio sellers and managers who have already mastered direct retail co-op funding.
Price: $89.00
Click here to order
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Recorded Live, May 12, 2011
Sales Manager Webinar Series: Holding Them Accountable
This webinar is for sales managers who want to get the most out of each member of the sales staff. Sure, as a manager, you have to get things done through others, but how can you do this without micromanaging... or giving so much freedom that productivity suffers? If you have multiple tracking systems in place including a CRM system, formal and informal reviews, and feel you are getting a full 100% from each salesperson on your staff, this may not be for you. But if you need any help in holding your staff accountable, join us for this webinar and learn the details behind the 4 things every manager should track:
• Sales skills
• Product knowledge
• Conceptual ability
• Objective measurements
And we'll give you tell you when and how to measure with tips from some of the nation's most successful sales managers. You'll get handouts and spreadsheets as part of the webinar so you can put the methods to work right away.
Price: $89.00
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Recorded live April 26, 2011
Retail Marketing: In-Store Campaigns That Sell
Retail campaigns are now a mainstay of client integrated marketing programs. From Mass Merchandisers to Supermarkets to Convenience Stores to General Retail, in-store events are expected to be a purposeful element of a brand’s overall marketing strategy. At the end of the day, the client doesn’t much care if they hire a promotional company to execute the campaign and spots get placed on the local station to promote the campaign, or if a station executes the campaign and spots are part of the deal. Because for the client, it’s not about the media; it’s about driving sales, driving traffic and engaging and changing consumer behavior.
In this webinar, learn:
- Insights into campaigns retailers want now
- A dozen decision-makers worth targeting
- Three essentials for getting the sale and a renewal
Price: $89.00
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Recorded live March 17, 2011
Sales Manager Series: Raising Rates
If you are experienced sales manager, well versed in yield management pricing and sophisticated inventory control, congratulations. If on the other hand you are looking for ways to raise your rates, better manage your pricing, and reduce salespeople's attitude that lower rates lead to more business, then join us for this 1 hour webinar.
We'll cover:
- Why we are not wearing the cheapest shirt... and neither are media buyers
- What buyers mean when they say they want low price
- 10 reasons to not sell to price buyers
- Terms and conditions that improve your rates
Following the webinar, sample spreadsheets will be available for your use to help manage your rates and improve your bottom line.
Price: $89.00
Click here to order
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Repeat of February 17, 2011 recorded live March 10, 2011
Rev Up Your Auto Dealers
The automotive landscape changed dramatically: sales plummeted, brands dropped, dealerships closed, advertising budgets reduced, and advertising moved to online. Changes in this important ad category are going to continue to change. Join us for the webinar to learn:
- The latest statistics and how they affect the industry
- Trends in automotive
- What dealers are thinking
- How to sell more auto dealers!
You talk to your dealers and learn their perspective. Get the research, information, and ideas you can share with your dealers to increase their ad-spend with you.
Price: $89.00
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Recorded live January 26, 2011
Making Money With Mobile Advertising
Mobile marketing is one of the fastest growth areas of advertising. Learn how other media (including the dot-coms) are making money by selling advertising in this lucrative platform. Special guest, Steve Bookbinder, founder and CEO of the Internet Advertising Institute, will present:
- How to get started selling mobile advertising
- Best sales practices
- Sales points to advertisers of the benefits they derive from mobile advertising
- Ideas of real mobile campaigns you can adapt for your advertisers
If your station is not selling mobile advertising yet, you will be. Join us to learn how you can turn mobile to money.
Price: $89.00
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Recorded live January 20, 2011
Commercial Copy That Gets Results For Clients
Nothing destroys a good ad campaign faster than bad commercials. In this webinar, learn:
- Strategies to get client buy-in
- Ways to brainstorm ideas that engage consumers
- How to keep your commercials from being boring and counterproductive
- Tips to break writer’s block
- The 3 elements no commercial should be without
Price: $89.00
Click here to order
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