Through your station’s LBS membership, you can catch up on and/or relive the exciting 2025 LBS Year of Sales Excellence Event that aired live in January. Use the links below to hear from FIVE LBS experts as we renew our focus on excellence when serving our prospects and clients!
This page is updated often with new webinar content, so check back on a regular basis!
Melody Spann Cooper
CEO and Chair of Midway Broadcasting Corporation
Click here to view this session!
The Year of Sales Excellence:
Why YOU Matter!
In today’s competitive landscape, achieving sales success requires skill and strategic thinking like never before. As we step into an era where local broadcast sales are more critical than ever to a station’s success, it’s time to elevate your knowledge and motivational foundation. Knowing why you are so important to your station’s brand helps support your efforts to become a Top 10% Seller in your market.
Melody Spann Cooper is Chairman of Midway Broadcasting Corporation, a best-in-class African-American owned media company whose properties include radio and interactive platforms. Spann Cooper’s other professional affiliations include: Commissioner of the Illinois Liquor Control Commission; Vice Chair of the Illinois Broadcasting Association; Co-Chair of the Diversity and Inclusion Council for the Obama Library Foundation; Board Member of Chicago’s tourism board, Choose Chicago; Trustee of the Museum of Science & Industry; Executive Committee Member of the Business Leadership Council; Executive Board Member of The National Association of Black-Owned Broadcasters, and Co- Founder of the Color Us Women Organization.
The Year of Sales Excellence:
Achieving Sales Excellence
Discover practical concepts, best practices, and habits that you can implement immediately to propel yourself into the upper tier of professional advertising consultants in your market. Implement these professional practices that will catapult you on your way to becoming a top 10% seller. The actual gap between sales mediocrity and sales excellence is not that large, but the perceived distance is immeasurable!
Chris Fleming has thirty-plus years of broadcast media sales and management experience. His methods and practices have brought large-scale success in big markets and small. It is success based on key areas of focus. We focus on the drivers of the sales business. Everything else is window dressing. Get your media sales training and advice from the front-lines. As the world has gotten more complicated, we try to make our process simple. Success lies in the simplicity. Simplify your sales process to see greater results.
Chris Fleming
President of CD Media Consulting
Click here to view this session!
Shannon Kinney
Founder of Dream Local Digital
This session will be made available soon!
The Year of Sales Excellence:
Increase Your Digital Sales & Closing Ratios
In this dynamic session, we cover how digital products work together to help your clients – and give you the tools to increase your closing ratios in today’s market. We look at the four most important questions you can ask a prospect and how to become their trusted advisor. You’ll pick up increased confidence, a checklist for a perfect proposal to increase your closing ratios, and you’ll learn what 92% of sellers don’t know about persistence.
Dream Local Digital Founder and CEO, Shannon Kinney, brings more than 40 years of experience and more than 30 years of experience in leadership roles developing scalable digital marketing strategies to every presentation. She played a vital role in the development of such corporate giants as Cars.com, CareerBuilder.com, Knight Ridder Digital, LinkedIn, Google, eBay, and Microsoft until pivoting to found Dream Local Digital. Since Dream Local Digital’s creation in 2009, Shannon has helped media companies transform their business model and supported thousands of SMBs to develop and execute digital marketing strategies designed to grow and scale their businesses.
The Year of Sales Excellence:
Sales Excellence with Local Direct Clients
Paul Weyland shares his thoughts on excellence in local broadcast sales and goes into detail on how to become a top biller in your market regardless of ratings (or lack of them), format/programming, or geography.
Paul’s presentation includes:
– How to come up with ideas your prospect would have never come up with on their own
– How to get appointments with even the toughest local direct decision makers
– How to handle even the most difficult objections
– How to ask for and get long-term commitments
Paul Weyland works with local radio and television stations across the country. He deals with local direct clients every week, ensuring that his sessions are fresh and full of great ideas that you can go out and pitch immediately. And as with all Paul Weyland sessions, not only will you walk away with proven ways to make more money, you’ll also be thoroughly entertained.
Paul Weyland
President of PaulWeyland.com
This session will be made available soon!
Tim Burt
President of TimBurt.com
This session will be made available soon!
The Year of Sales Excellence:
Innovative Creative and AI Excellence!
How crucial is it for you to unleash your creative energies and position yourself among the Top 10% of innovative idea experts in your market? Embrace the challenge of continuous improvement with a practical checklist from a seasoned creative specialist. In today’s fast-paced environment, ideas, words, thoughts, campaigns, and promotions must be sharp, effective, appealing, and attention-grabbing—all at once. We all need a rallying cry because creativity can be the missing link that propels your sales success from good to great. Integrating AI into your strategy isn’t just an option; it’s essential. Together, we explore how harnessing both creativity and technology can transform your approach and elevate your impact. Embrace this journey—your future self will thank you!
Tim Burt is a broadcast industry veteran who spent 25 years in corporate broadcasting; 22 of those years were with CBS Radio, iHeartRadio, and Clear Channel. In that time, Tim worked with countless clients writing commercials for everything from multi-million-dollar homes to ice cream to tires and everything in between – virtually anything you can imagine! Tim has written, recorded, and/or produced over 30,000 commercials that have sold well over $500 million in products and services globally.