Through your station’s LBS membership, you can catch up on and/or relive the exciting 2026 LBS Year of Sales Growth Event that aired live in January. Use the links below to hear from FIVE LBS experts as we renew our focus on growing sales!
Shannon Kinney
Founder of Dream Local Digital
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The Year of Sales Growth:
Growing Sales with AI-Powered Research, Prospecting, and Insight
Grow your sales by turning the earliest steps of the sales process into a powerful advantage. This session shows how AI can sharpen your research, elevate your prospecting, and equip you with confidence‑building insights before every conversation. This presentation explores practical techniques and high‑impact prompts that make preparation faster, smarter, and more effective. Expect a clear, repeatable approach that opens more doors and builds trust from the very first interaction.
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 Growth:
Growing Sales with Auto Dealers as Top Billers
Grow your sales by understanding exactly how auto dealers think, operate, and make decisions. Explore the different dynamics of small and large market dealers, the “Turn & Earn” model, and the economic signals that truly drive their new and used car business. You’ll also uncover how broadcasters can solve the inefficiencies dealers face online and position themselves as essential partners. With used vehicle sales climbing every year, you’ll learn how to align with this momentum and grow your station’s revenue right alongside the trend.
LBS Auto Expert, John Tkac, is a renowned auto authority and will equip you with the tools you need to engage in high-level conversations with your dealers. These conversations translate into increased revenue for you. John brings a wealth of experience to the table, having managed one of the largest car dealer operations in America. John is a trusted consultant to both broadcasters and dealers, making him the perfect guide for your journey to success.
John Tkac
LBS Automotive Expert
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Chris Fleming
President of CD Media Consulting
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The Year of Sales Growth:
Growing Sales with Broadcast Sellers’ Four Essential Skills
Grow your sales by mastering the four foundational skills that set consistent performers apart. This session helps you break through plateaus, navigate the natural peaks and valleys of the business, and understand why creating value, not discounting, drives stronger and more sustainable results. Explore how daily habits shape every part of your performance and pinpoint the one habit that needs to disappear right away. Expect clarity, challenge, and a renewed sense of control over your growth.
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.
The Year of Sales Growth:
Growing Sales with AI-Driven Campaigns and Creative Ideas
Grow your sales by tapping into AI in a way that actually lasts, through prompt mastery, not trend chasing. Generate sharper campaign ideas, stronger creative, and more compelling insights without getting lost in the flood of new tools. You’ll also unlock “The Golden Key,” a powerful technique that reveals competitive weaknesses and helps you deliver surprising value to clients. Elevate your creative strategy and stand out in every presentation.
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.
Tim Burt
LBS AI and Creative Expert
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Paul Weyland
LBS Broadcast Selling Expert
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The Year of Sales Growth:
Growing Sales with Your Best Year of Performance Ever
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.