Category: Sales

A Fallen Hero

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I had lunch with a very good friend of mine just last week. She’s sold radio in a top 50 market for over 20 years. She’s busted her rear drumming… Read more »

Clustering Toward Oblivion

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Back in the 1970’s — almost medieval times — several studies took place to discover the optimum number of commercial announcements that could be aired in a “break” or “cluster”… Read more »

Great Expectations

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How do you define success? For most Radio salespeople, success is making the sale. Closing the deal. Bringing back a nice order. Seeing the sales manager smiling as you turn… Read more »

Customer Worth

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“We have a special this month,” said the sales manager. “Anyone who takes our Mega Monster Package before the end of the month will get 20% off.” There is a… Read more »

Dealing With the Devil

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Have you ever agreed to a long-term, low-rate schedule and later come to regret it? It has happened to many of us. The allure of a large gain in total… Read more »

What’s in A Name?

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Why is it that Radio and TV sales people sell “spots” and newspaper people sell “ads”? Does what you call a thing make a difference? A lot of people on… Read more »

Less is…Less

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Clear Channel’s recent layoffs are merely the latest in a continuing series of employment cutbacks in Radio, and certainly more reductions are coming in the days ahead. However, the elimination… Read more »