October 31, 2014Friday, October 31, 2014
So what scares you?
Missing budget again? A top talent not renewing? Losing your top sales person?
Ratings losses? Cancellation by a key client?
I have long subscribed to a philosophy to CONTROL THE CONTROLLABLES and LET EVERYTHING ELSE GO. In most cases, if you break down the cause of your fear, it is indeed controllable.
Ratings losses? You can't do anything about Arbitron's sample or their geographic distribution, but what you can do is make sure your radio station sounds the very best it can TODAY.
Losing a top sales person? Why? When was the last time you told them they were appreciated? When was the last time you gave them a little extra love? Maybe assigned them a billing account, or treat them to some dinner trade? That's controllable and maybe they wouldn't leave.
October 30, 2014Thursday, October 30, 2014
Sadly, they still exist. The rift between programming and sales, that is. No? Not in YOUR house? Do your Sales Manager and Program Director meet or even speak much without you setting a meeting? When was the last time your Program Director genuinely created a ...
October 29, 2014Wednesday, October 29, 2014
So, you want to finish strong? Then break it down. Do this exercise. Take every revenue category in your book of business; National, Local Agency, Local Direct, NTR, Digital ... you know the drill. Break out exactly what you need from each. Then compare that to ...
October 28, 2014Tuesday, October 28, 2014
So you had to go back and cut expenses for Q4 back in September right? And you don't know how you are going to do a holiday party ... right? Here are some options: Trade it. Tell your regional VP or whoever you report to, your staff works hard, you appreciate them, ...
October 27, 2014Monday, October 27, 2014
I'm concerned. Because I'm seeing it. I'm concerned that the access and convenience of e-mail and A.E.s with smartphones have replaced face-to-face calls. I observed it first-hand. A rep genuinely thought what he called "a thorough e-mail" was as valuable as a real ...
October 24, 2014Friday, October 24, 2014
Public file. What? Public file? Where is it? Oh, man. If you don't know where it is, or worse yet, neither does your receptionist, people who cover the front, or anyone on the front line ... you are in trouble, my man. Ever been through a surprise FCC inspection? ...
October 23, 2014Thursday, October 23, 2014
The 30/30! Every client wants to own something and the 30/30 concept is one that works time and again for a variety of categories. It works for the client because they are providing a solid information segment combined with a call-to-action commercial. I know it takes ...
October 22, 2014Wednesday, October 22, 2014
Does your PD really understand his/her role? It would be easy to just say to the PD, "You go get ratings" and to your sales manager, "You go get revenue." Then your hands are clean. It's their fault. I hear it now. I make very clear to my entire staff that we are all ...
October 21, 2014Tuesday, October 21, 2014
Here's another good point from John Potter at the RAB. The RAB once conducted a webinar called "Coffee is for Closers: New Prospecting Tools to Close." (You may remember the movie Glengarry Glen Ross, in which Alec Baldwin told the sales staff that the free office ...
October 20, 2014Monday, October 20, 2014
Is your team giving up early? I read a piece a few years ago that it takes at least five calls to close a deal, yet most people give up after two, or maybe three. I decided to analyze that over time with some new business on our stations and once closed, I asked AEs ...