Radio Sales Today

RAB Research and Sales Tips

Simplifying the process

Don't make "Alternative Revenue" or "New Business Development" a monkey on your back. Ask yourself, "How much new business revenue do I want to bill in the next 12 months?" Divide various opportunities in terms of, "I want to bill one vendor or program for $40,000, two dealer groups for $20,000 each..." and so on.

Then, figure out how many prospecting calls it will take to get a vendor appointment and ultimately a pending proposal. Quantify your time and it will become manageable – and you will realize your success based on your specific activity.

Source: Brandeis C. Hall, RAB