Radio Sales Today

RAB Research and Sales Tips

The team sale

When the NFL approaches sponsors, they bring an entire sales team. The point is not to overwhelm, but to show deep commitment from the organization, and to be able to provide ideas, answers and suggestions immediately to the client, while they're in "the zone."

If you have a quality lead for a significant sale, ask for a meeting with a few members of your team: your webmaster, a Promotion Director, or a PD. Your client will be impressed that they are worthy of everyone's time, and the ideas and answers will be plentiful.

Brandeis C. Hall, VP Professional Development/RAB