As of midnight tonight, we bid farewell to a troubled year. There’s no need to recount the issues that face our country and our industry; if you’re in Radio you probably go to sleep at night worrying about poor sales, cutbacks, and what the future may bring. It might make you feel better to know [...]

The recent SIRIUS/XM merger hasn’t appeared to help the struggling satellite provider in the short term, with over a billion dollars in debt due in 2009. The company touts its 17% annual growth rate in subscribers as an indication there’s a light at the end of the tunnel. But other changes may not bode well [...]

In an earlier post, I mentioned how advantageous it can be to learn the name of the decision-taker and gatekeeper when approaching a new client. The question is: what’s the “easy” way to uncover this information? Here’s how it’s done: pick up the phone, call the potential client, and ask.

Two travelers met in an airport terminal. “Where are you going?” asked the first. “Don’t know,” replied the second. “I just buy a ticket and get on a plane.” “Well, if you don’t know where you’re going, how will you know when you’ve arrived?” Most advertising campaigns are not much different. We sell a client [...]

Once upon a time, a long, long time ago, I was a sales newby. I had undergone the standard sales training: my sales manager handed me a copy of the yellow pages, a rate card, and pointed to the street. “Go get ‘em, tiger!” It took over a year of making every mistake a new [...]

Christmas Eve, sitting in a supermarket parking lot in West Palm Beach, FL. While waiting for the wife to obtain a few last-minute items, I switched to the AM band and pressed the “Scan” button on the radio. The digital dial spun like a slot machine display and ended up at 1000. Jackpot. My ears [...]

“Radio never takes a holiday.” That liner was a reminder that local Radio stations were always on hand—even through major holidays—to provide the music, news, weather, sports, and more that both listeners and advertisers depend on.  Today, thanks to the giant strides in station automation, all but a very few station staff members will enjoy [...]

My wife recently experienced the depths of automated telephone systems when she placed a call to a well-known, national service provider to inquire about an unauthorized credit card debit. Calling the designated national number, she became lost in a telephone tree with five choices, none of which addressed the issue about which she was calling.  [...]

Almost every Radio salesperson I’ve met likes having a large account list.  The apparent thinking is the more accounts the better.  There’s always the possibility — however remote — that one of the people on the list will call in one day, asking if they can advertise on the stations. You could also hit the [...]

I heard a commercial on the radio yesterday that made me laugh…but not because the ad was intended to be funny.  It was the type of ad I call “English-challenged”. The ad copy (for which business I don’t remember) claimed the sale now underway was “…the most unique in the area!” Pardon me.  Have the [...]