Radio Sales Today

RAB Sales Tips

Successful actions lead to successful results

You may recall back in December, we shared the story of Justin Moen, the rookie seller in Wisconsin who was doing amazing things.

Now… the rest of the story.

At the year-end meeting for Justin's company, he was awarded the President's Club Top Sales Performance award. "Not bad for my rookie year," Justin humbly shares. Of course, we asked Justin for the top three things he did to achieve such great success, not just in winning the award, but what he did for his clients:

I really care about the businesses and clients I work with! I'm their marketing cheerleader. In figurative terms, my clients are the portrait. I'm the picture frame. The picture frame adds supportive elegance to the portrait. It's my job to help make the businesses and clients I work with even better via radio or digital.

My ability to pivot and adapt to our ever-changing market. We've seen growth in digital products over the past few years, and it will only continue to grow in leaps and bounds. We're seeing that already in just the first three and a half months of 2022 compared to all of last year! I understand where I need to shift and what I need to do to help my clients shift with me to help their business grow, whether it be recruiting, branding, events, etc.

My love and passion for the radio industry! I've always got my foot on the gas! I'm always well prepared when researching, prospecting, developing creative and providing analytics.

A bonus item I will mention is my ability to build relationships. As crazy or backward as this might sound, building and strengthening the relationships I have with my clients means more to me than the sale itself. Don't get me wrong, yes, at the end of the day we all want to make great money. But, it all starts with building those relationships.

Justin's three keys?



Problem-solving skills

Congratulations to Justin for the success you are enjoying with and for your clients. NRG Media and the industry are lucky to have you!

Jeff Schmidt is SVP-Professional Development at the Radio Advertising Bureau. You can reach Jeff at or follow him on social media: Twitter, LinkedIn.

Source: Jeff Schmidt, SVP of Professional Development