Prospecting | Local Broadcast Sales

Relationship Selling Q&A – Part 2

Ask LBS, Automotive Sales Ideas, Best Practices, Paul Weyland Q&A, Prospecting, Selling

Paul Weyland takes LIVE questions from broadcasters! In this segment:

For someone who is new to radio sales, how do you start off a conversation with clients?
How do you get a car dealer to call you back when they think they don’t need to?
I went from commercial radio to publicly-supported radio – do you have suggestions for making the transition and building relationships in this context?
Have you found it more difficult to make face-to-face appointments in our connected world? How do you overcome their objection to “just email me”?

Discovering New Prospects – Part 4

Best Practices, Home Improvement Sales Ideas, Promotions, Prospecting, Real Estate Sales Ideas, Travel Sales Ideas

Paul Weyland answers prospecting questions LIVE! In this session: Any ideas about a convention or...

Discovering New Prospects – Part 3

Best Practices, Promotions, Prospecting, Restaurant Sales Ideas, Sales Ideas Webinars, Selling, Travel Sales Ideas

Paul Weyland answers prospecting questions LIVE! In this session: What ideas do you have for a...

Q&A With a Digital Expert – Part 1

Ask LBS, Best Practices, Prospecting, Selling, Steve Weaver Q&A

LBS Digital Expert, Steve Weaver answers LIVE broadcaster questions! In this segment, he covers:

Our manager prefers that we sell the entire budget into broadcast and only sell digital if they won’t consider a 100% broadcast buy. What are the dangers of this type of strategy?
How do we counter-sell a client’s digital campaign?
What are the best ways to explain retargeting, display, and mobile delivery to potential clients?
How do I critique an advertiser’s or prospect’s website without hurting their feelings?

Interview with Sally Kohn – Part 3

Best Practices, Competition, Prospecting, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, discusses how she gets reps out the door and into the field, managing advertisers that are preempted for political ads, and how a rep can prepare and manage advertisers!

Interview with Sally Kohn – Part 2

Best Practices, Competition, Prospecting, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, discusses how a seller should handle complaints about business decisions made by their station’s management team, how many new accounts a seller should get each year, how managers expect their sellers to stay self-motivated, and how to manage your manager!

Interview with Sally Kohn – Part 1

Best Practices, Competition, Prospecting, Sally Kohn Q&A, Selling

In this session, former General Sales Manager, Sally Kohn, discusses some of the basics she needs from her sellers, how to find new business opportunities, some key things you should know about your station’s audience, and much more!