Selling | Local Broadcast Sales

Interview with a General Sales Manager – Part 1

In this session, former General Sales Manager, Sally Kohn, addresses reps’ questions!

What should I always have with me on a sales call?
What should I be doing in between sales calls?
What times during the day tend to be dead times that I can use to my advantage instead?
How should I prepare to take rates and packages to my manager for approval?
What can I do to persuade my manager to approve a package for a specific customer?

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

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

For a client, is a ‘do it yourself website’ just a horrible idea or is it better than nothing?
How do you distribute blogs for a client and how do you monetize this?
Do you think that Facebook numbers can be misleading for clients and do you think that clients know what those numbers mean?

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?

Mark Levy answers live questions from broadcasters! In this segment, he deals with the following questions:

Is it important or smart that I brand myself to match my station’s brand?
As a sales person, what are the top three things I should be known for in the marketplace?
As a brand new radio sales person, what are some things I can do to make myself known in an area dominated by veteran sales people?
How do I establish my brand quickly when I take over an account that has been poorly served by a previous rep from our station?

Mark Levy answers live questions from broadcasters! In this segment, he deals with the following questions:

How long does it take to create a brand in a market?
As a sales manager, what are the three things I should be known for in the marketplace?
As a sales manager, what are the three things I should be known for by my sales team?