LBS Webinars – 2020 | Local Broadcast Sales

Ask A GM! – Part 8 Q&A

Mike Costa, CEO of Costa Media Advisors and LBS Broadcast Expert, takes LIVE broadcaster questions! In this session:

Do you have any favorite books for determining people’s personalities?
I am literally only one month new to radio sales. I have been asked to create a 2021 budget and don’t have past annuals to evaluate. I have been successful in my short time here but how to you advise I create a goal with no backlog?
How knowledgeable should a commercial production staff be regarding digital? What about sales data?

Mike Costa, CEO of Costa Media Advisors and LBS Broadcast Expert, takes LIVE broadcaster questions! In this session:

What content management systems do you like?
Please share more about how to find out how much businesses should be budgeting for marketing.
How can I get better at making sales calls on the phone when I’m used to talking to clients in person?
I’m a CSD. My production staff is listening in. What’s the best way to communicate with AE’s and clients at the same time regarding commercial production? We tend to communicate with the client directly.

Mike Costa, CEO of Costa Media Advisors and LBS Broadcast Expert, takes LIVE broadcaster questions! In this session:

Our station’s GM is new to the market and doesn’t know my advertisers. How can I get him exposure to my clients beyond sales calls and in the context of social distancing and mask requirements?
My GM is cancelling Nielsen for 2021. What’s the best way for me to communicate to her that agencies require Nielsen ratings? How can I overcome not having the Nielsen numbers?
Can I convince my GM to throw their weight around with my program director for new content I can get sponsors behind?

Mike Costa, CEO of Costa Media Advisors and LBS Broadcast Expert, takes LIVE broadcaster questions! In this session:

How can I get my General Manager to make sales calls since she doesn’t currently go out to client locations?
Why does my General Manager always compare our sales team to other markets? We have some unique challenges in our market and he doesn’t seem to realize it.
I have worked at three stations the past 15 years. In each case, the GM didn’t seem interested in sales, just bottom-line dollars. Is there a way I can engage my current GM without being a pest?

In this series, the focus is on business from your station’s perspective and how that can help you...

In this series, the focus is on business from your station’s perspective and how that can help you...

In this series, the focus is on business from your station’s perspective and how that can...

In this series, the focus is on business from your station’s perspective and how that can...

LBS Creative Expert, Tim Burt takes LIVE broadcaster questions! In this segment:

Do you believe in :15 bookend spots?
The proven tactics and tools that you identify are at the base of successful live personality endorsement ad-lib spots. Any additional tactics or dynamics that you’d suggest in that more flexible environment of message delivery?
Where can we see a few of your commercials or spots?
What are best questions to ask in order to get the really good nuggets in a testimonial?

LBS Creative Expert, Tim Burt takes LIVE broadcaster questions! In this segment:

You talked about losing creatives from stations. I worked for Sales Directors who saw that a Writer who went out to meetings increased upsells, closes and durations of campaigns (the resell) do you think stations will swing back around to this line of thought or are we doomed?
You say to not use music or sound effects unless necessary. Do you have any example of when music or sound effects might be considered necessary?
I’ve worked for stations where they believed in “using music beds in ALL spots, no matter what”. What should one tell their GM WHY they should avoid a bed and keep it dry?