Selling | Local Broadcast Sales

Interview with a General Sales Manager – Part 4

Best Practices, Sally Kohn Q&A, Selling

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

What are the three most important things for me to do as I manage my active account list?
I’m new to broadcast, but have a marketing background. How can I get comfortable making cold calls?
What is the best thing for me to do in the first 30 minutes of a typical selling day?
How do I work around an agency that doesn’t seem to pass my ideas on to the client?
What do I say to an account that says all their advertising must go through their agency?

Q&A with a Creative and Marketing Expert – Part 3

Ask LBS, Best Practices, Selling, Tim Burt Q&A

Tim Burt takes LIVE broadcaster questions! In this segment:

Can I copyright creative spots? It’s frustrating to provide ideas to clients and see them appear on other stations and not ours.
What do you think of prices in automotive spots that require lengthy disclaimers?
I’m not very creative, but I can sell. How do I develop my creative skills even though it’s not natural for me?
How do you compete in an oversaturated radio market?

Q&A on Closing Your Most Difficult Sales – Part 3

Ask LBS, Best Practices, Closing, Digital Webinars, Mike Cheney Q&A, Prospecting, Radio Webinars, Selling, Television Webinars

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

I have an Amiable client who won’t make a decision without checking with others in her organization. Any suggestion on how I can close this kind of client more often?
I work with a team of advertising sales people at a university. What kinds of suggestions do you have for teaching them to become responsible sales people for clients, especially as it relates to rapport?
How do you handle a client who has someone else talk to you after a meeting? Maybe a Dominant at first, but now an Amiable.

Interview with a General Sales Manager – Part 3

Best Practices, Sally Kohn Q&A, Selling

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

When does it makes sense for a rep to bring their manager in during the selling process?
When should a rep definitely NOT bring their manager in during the selling process?
What should a manager do when they are on a sales call with a rep?
What should a manager NOT do when they are on a sales call with a rep?
What can managers do on a more regular basis to make it easier for their reps to deliver results?

Q&A with a Creative and Marketing Expert – Part 2

Ask LBS, Best Practices, Selling, Tim Burt Q&A

Tim Burt takes LIVE broadcaster questions! In this segment:

Should our creative theme be consistent between our broadcast and digital messages?
How do you handle the client website that has unusual spelling where their name isn’t spelled the way it sounds?
Why does it seem like so many award-winning ads don’t produce great results?
How do I provide my ad agency clients with creative for an advertiser without the agency thinking that I’m doing their job?
When a client is using a variety of advertising media, can you recommend anything that shows the impact that radio specifically has?

Q&A with a Creative and Marketing Expert – Part 1

Ask LBS, Best Practices, Selling, Tim Burt Q&A

Tim Burt takes LIVE broadcaster questions! In this segment:

How can we use clutter to our advantage when a client says “there are too many ads out there”?
What’s the best way to send people to a client’s Facebook page? Should they just look them up on FaceBook?
What do you do with a client who thinks they should be in every spot, but they really aren’t that good at it?
How many ideas should I provide to a client at one time? Can too many options get in the way of a sale?
What do you suggest when a client wants to write their own spot but they don’t take suggestions for change very well?

Creative and Innovation: Your Unique Competitive Advantage

Best Practices, LBS Webinars - 2018, Radio Webinars, Sales Ideas Webinars, Selling, Television Webinars

Stuck writing ads for your clients? During this webinar, peek inside Tim Burt’s powerful “Ad Secrets” tool kit to get info your corporate execs can’t give you. Tim Burt’s is...

Q&A on Closing Your Most Difficult Sales – Part 1

Ask LBS, Best Practices, Closing, Digital Webinars, Mike Cheney Q&A, Prospecting, Radio Webinars, Selling, Television Webinars

Mike Cheney, expert in the art of understanding people, answers LIVE broadcaster questions! In this session:

Why is it so hard for me to get a few minutes with my Dominant auto dealers?
My manager doesn’t like me to stop and see a client without a purpose, but you say that Expressive clients like you to stop in to say “hi”. Why is that?”
How do you recover if you identify a client’s communication pattern incorrectly?
Is it a good idea to categorize my clients based on their communication pattern?
I find it hard to deal with Analytical prospects. Do they REALLY need all the information they ask for?

Interview with a General Sales Manager – Part 2

Best Practices, Sally Kohn Q&A, Selling

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

What are three things a rep can do to stand out from other media in the market?
How should a rep’s typical day be divided up?
What are some good, but lesser-used sources for leads and potential prospects?
As a manager, when do you tell a rep that they’ve put enough time into chasing a prospect and tell them to focus elsewhere?
How often should a rep be in contact with each client?

Strategies For Closing Your Most Difficult Sales

Best Practices, Closing, LBS Webinars - 2018, Prospecting, Selling

To close sales, many reps will resort to tactics based on cutting rate or getting a deal and we all know what that does to our bottom line. The skills discussed in this session will help your closing strategies to go far beyond price and instead...