Select Page
The Year of Sales Excellence: Why YOU Matter! – Part 8 – Q&A

The Year of Sales Excellence: Why YOU Matter! – Part 8 – Q&A

, ,

Melody Spann Cooper, CEO and Chairman of Midway Broadcasting Corporation, takes LIVE broadcaster questions! In this session:

  • How important is it that we are part of local boards and chambers of commerce?
  • What is the difference between a sales entrepreneur and a sales person in your opinion?
  • Could you reiterate that the ad dollars we see in digital and social media is really our money?
  • What do you see as the biggest challenge for broadcasters in motivating new young sellers and how would you address it?
  • Can you please re-explain what a 330 focus is?
  • We are a radio station in a smaller market located between two large markets. Three large, long-time bank clients have just greatly reduced their ad budgets with no explanation, even when we ask for their reasoning. Do you have any ideas on what my team and I can try to get answers and get some of those dollars back? These are direct clients, not working through an agency.
  • What are the best practices for a sales entrepreneur to take to improve their sales strategy?
  • What do you say to a potential client that says they do not need advertising because they are already busy and are not able to take on any more clients?
  • Our 100,000 watt FM station reaches many surrounding counties and communities. We’ve made great connections in our own city, but what would be some of your recommendations to make connections in other towns? We likely won’t be able to sit on their decision-making boards, but would like to find other ways to make connections and seem less like “an outsider.”
  • I’m an AE approaching retirement time. Any thoughts on how someone in my situation can keep the zeal and the passion going?
  • What should I say to a client who is “old-school” and doesn’t want to focus on digital advertising anymore, but their current advertising campaign is performing well. How can I convince them to make the shift or should I even bother doing that?
  • How do you stop the client analysis paralysis on numbers from last year? We are now in a new year and cutting into the 1st quarter while we wait for decisions. Do you have any suggestions?
  • What are some specific things that have helped you to improve relationships with clients?

Read More
Mastering Your Station’s Reputation for Advertisers, Prospects, and Community! – Part 7 – Q&A

Mastering Your Station’s Reputation for Advertisers, Prospects, and Community! – Part 7 – Q&A

, ,

Melody Spann-Cooper, CEO and Chair of Midway Broadcasting, takes LIVE broadcaster questions! In this session:

  • What is the best question you ask current clients or prospective clients to gain more of an understanding of who they are?
  • We have small market stations, how would you encourage clients to expand their advertising arenas if they are still challenged by not having an up-to-date online presence?
  • I’m a sales rep in a very small market. How do I start a conversation with my owner about the need to invest in our station to connect better with our current audience and new audiences

Read More
The Girlfriend’s Guide to Closing the Deal – Part 7 Q&A

The Girlfriend’s Guide to Closing the Deal – Part 7 Q&A

, , ,

Melody Spann-Cooper, Chair & CEO of Midway Broadcasting Corporation, answers LIVE broadcaster questions!  In this session:

  • Where do you see broadcast in the next 10 years?
  • How do you convince advertisers that the Hispanic market is an important target for their ad message?
  • I am new to selling radio and want to be a positive resource for my customers. What daily steps would you recommend that I take to achieve that?

Read More
The Girlfriend’s Guide to Closing the Deal – Part 6 Q&A

The Girlfriend’s Guide to Closing the Deal – Part 6 Q&A

, , ,

Melody Spann-Cooper, Chair & CEO of Midway Broadcasting Corporation, answers LIVE broadcaster questions!  In this session:

  • Do you have your employees at your stations read your book?
  • Who is your favorite mentor and why?
  • As someone in authority, have you had any issues with staying authentic without becoming manipulating?
  • You are a very busy person and on many non-profit boards – how do you organize yourself?

Read More
The Girlfriend’s Guide to Closing the Deal – Part 5 Q&A

The Girlfriend’s Guide to Closing the Deal – Part 5 Q&A

, , ,

Melody Spann-Cooper, Chair & CEO of Midway Broadcasting Corporation, answers LIVE broadcaster questions!  In this session:

  • You talked about disempowering words, but if women don’t use these words my experience is that men will feel threatened and even attack in response. Your thoughts?
  • How did you overcome saying “I think” and “maybe”?
  • What if we say “what if we do …” instead of “I think”?
  • How did you establish the confidence to be who you are today? I just started in sales 2 weeks ago and I feel so out of my element

Read More