Find Decisions That Can Be Reversed To Increase Revenue

Cuba is now an open door for cruise ships and airlines. Marijuana is legal in many states. On a much smaller scale, what decision can you reverse at your station that can bring in more money and not destroy the brand in so doing?

Brainstorming Session Time Weekly Make it known that you are always available on Mondays from 4p til the last person comes in to brainstorm accounts. Setting a time to have a truly open door is the best way to encourage all the sellers to take advantage of your insights ...

Re-Read Dale Carnegie "How To Win Friends And Influence People" Very outdated presentation but the basic message of focusing only on the good -- never crticize -- still rings true today (and in some ways even moreso). $100 gift cards from any restaurant/service for the ...

Practice Your Station Sales Presentation In Front Of Your Sales Staff First you do the station presentation (and keep it no more than 10 minutes) and then have each one of the sellers recreate their version of the station presentation in teams. Video tape it for their ...

The Smart Money Watches LA Radio Revenue Trends As The #1 Radio Revenue Market Predicts The Future Of Radio Revenue In All U.S. Markets. Buyers are not paying more for Phoenix if they can clear LA radio without issue. If you are not watching the revenue trendline out of ...

Write Multiple Spec Spots To Have A Variety Of Creative Approaches To Their Business By having three different 30- or 60-second copy messages, you know one will resonate more. The key is to read these to the client, not have them produced for the sales calm. The client ...

As The Sales Manager, Dig Into Your Own Pocket! Pay your salespeople a $100 bounty for each sales call on a five-target list of sales calls you get on with them. You will be surprised how much quicker you get on calls! It creates a pattern that is worth way more than the ...

Time Your Sales Meetings Monday sales meetings at 8a -- or one of the salespeople on staff has a good 9a sales call with the sales manager on Monday morning by the Thursday prior set -- then the sales meeting is at 4p on Monday! This will get the sales manager on one call ...

Cheer For The New CBS/Entercom ... Even If You Don't Work There. I actually compete with the new consolidated company and am not anti-iHeart, so why suggest this? Radio needs truly good headlines (not just that we are over-paying a select few national air talent in an ...

The Post-Civil War Period Of Radio Has Its Silver Linings The biggest wave of radio consolidation started, unfortunately, shortly before 9/11. The largest LBO in the history of the U.S. was caused by Lowry Mays' stroke in '04, and both he and the industry remain in a ...