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Transform Your Sales Journey: Being Your Own Sales Coach – Part 6 – Q&A

Transform Your Sales Journey: Being Your Own Sales Coach – Part 6 – Q&A

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LBS President, Gary Moore, takes LIVE broadcaster questions! In this session:

  • It seems like pursuing the level of excellence that you described will have a negative impact on work/life balance. How do you make sure to keep all of this in a proper perspective?
  • How will I know if I’m in the top 10% of all sellers in my market and how do you measure that? By revenue? By customer count? By something else?
  • I’m a radio station leader in a large market. How can I help my current sellers want to coach themselves? And more importantly, what should I look for if I want to hire new sellers who value this?
  • How early do you get up before you have to get to the office? Also, I’m a mom with kids in school, what can I do before my day to get motivated? – Miranda What are your suggestions for prospecting via text message?
  • Retirement is still a few years away for me. How do I maintain a work/life balance as the Mom, the Wife, and the Main Bread Winner? I get comments from my family if I'm at work an extra 30-45 minutes. By 10:00 at night, I'm falling asleep in the chair.
  • Do you have suggestions on how to use AI to drive radio sales? – Terry

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

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

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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?

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