Tag: sales

07/07

Why Aren’t Radio Program Directors Compensated on Top Line Revenue?

Once upon a time a radio station featured two opposing forces: The sellers who sold the ads that interrupted the content and the programmers who created the content to grow the audience that sellers interrupted. The system was built to do two things: Maximize the audience and then throw obstacles at them - spots - that blocked their ability to enjoy the content they came to the brand for in the first place. Sounds like a house of cards, doesn't it? While each side - sellers and programmers - needed the other, the success of each was also compromised by the other. As if to reinforce this … [Read more...]

07/01

This is how Pandora has Changed Audio Advertising

Pandora is changing more than the way folks consume radio - it's changing the way agencies view audio advertising. This was at the center of my conversation with Pandora VP Audio Sales Doug Sterne at the hivio audio future festival in San Diego in June, 2014. Among the questions Doug answers: What impact has online radio in general -- and Pandora in particular -- had on audio as a force among agencies? For online radio, audio is more than just audio. What creative opportunities has online radio opened up for agencies and their clients? Mobile is obviously the direction all … [Read more...]

01/09

Dave Ramsey on the Future of Radio’s Business Model

As the demands of radio’s business change – as advertisers look beyond ratings to effectiveness - how should broadcasters adapt? That’s the question I put to Dave Ramsey, host of the nationally syndicated Dave Ramsey Show, which is heard on more than 500 radio stations throughout the US and Canada. Dave’s also an author, television host, and speaker. Listen to our full conversation - it's a must-hear if you're on radio's business side: [iframe … [Read more...]

10/18

How to Make Local Digital Sales More Effective

Local radio is now, more than ever, in the local media business. And that means not just selling spots or selling digital ideas that live around those spots.  It also means helping your current and potential clients create better media themselves and compete more effectively in the digital space your radio brand doesn't own. But how to do that effectively and efficiently? That's where BuzzBoard comes in. BuzzBoard is a complete digital presence analysis platform that enables reps to sell smarter. Reps can use it to easily pinpoint under-performing aspects of their customers’ web … [Read more...]

06/21

Razorfish’s Clark Kokich – Radio must “Do or Die” – Part 2

This is part two of one of the most important interviews you will watch, read, or listen to this year. Clark Kokich is the chairman of Razorfish, the well-known international digital agency. He is also the author of a fabulous new book called Do or Die. Clark is at the forefront of the digital revolution and his perspective on the direction of advertising and marketing will have huge sway over radio’s future. Read this. And share it with your peers. What follows is an abbreviated transcript of our chat....Part 2... What’s the best way for someone in the media business who wants to put … [Read more...]

06/20

Razorfish’s Clark Kokich: Radio must “Do or Die” – Part 1

This is one of the most important interviews you will watch, read, or listen to this year. Clark Kokich is the chairman of Razorfish, the well-known international digital agency. He is also the author of a fabulous new book called Do or Die. Clark is at the forefront of the digital revolution and his perspective on the direction of advertising and marketing will have huge sway over radio’s future. Watch this. And share it with your peers. Watch: [iframe http://player.vimeo.com/video/43642423?title=0&byline=0&portrait=0 500 281] Prefer audio?  Try … [Read more...]

05/15

Radio Sellers and Programmers are finally on the Same Side

Value to clients is about more than running ads.  And value to consumers is about more than simply playing music. That's the new world of radio today. No longer is there a "sales side" or a "programming side."  Nowadays there's only one "side" and it's the "value side." Value to clients and consumers at the very same time - mediated by your brand. In the digital space, its all about value - not about interruptive ads stuck in the middle of valued content. In many ways, the client's content IS the valued content. Watch this brief overview of the "value side" and why it's the only side … [Read more...]

05/02

Radio’s Game of Thrones

Recently I was visiting a client and sitting in on a sales meeting, when the GM flew in, looking as animated as I had ever seen him. It seems that a nearby sister-cluster’s sales team had thrown down the gauntlet. Not only did they have the gall to suggest they were a more potent sales team, but they had the gall to do it in a song! A song?! How dare they, this smaller market!? And to make matters worse, the song was funny and clever and biting in just the right good-natured way, even the jabs at the GM’s choice in neckties. How DARE they?! So the agenda for this sales meeting … [Read more...]

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