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  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    1

    25 Takeaways From The Radio Show

    Brandeis C. Hall VP, Professional Development Radio Advertising Bureau

    Sales and Management Tips and More

    25 Takeaways from the

    2014 Radio Show

    See more at RadioShowWeb.com

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    The most important and personal and accessible media in the United States of America is

    local broadcast radio.

    - Indiana Governor Mike Pence

    Reports of radios death have been greatly

    exaggerated.

    Number of people who tune in to radio every day:

    244 million

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Automotive is

    again the #1 radio advertising category

    Automotive spending in radio outpaces the numbers two and

    three categories combined.

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Alan Mulally

    Former President and CEO

    Ford Motor Company

    Google Board Member

    Dan Harris

    ABC News

    Radio is still the center

    of the dashboard

    The auto industry and the radio industry have a lot in common. They are two legacy industries facing real technological disruption. The turnaround you engineered at Ford is incredible. What would be your advice to radio?

    Have a compelling vision and have everyone with you. Have a comprehensive strategy to deliver that. And have a relentless implementation plan where every week, every month, everybody knows what the plan is, everybody knows what

    the situation is, and the areas that need special attention.

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    According to the latest reports from Nielsen, radio is almost three times as popular with consumers as the Web. And a recent study reported in Advertising Age showed that radio advertising is substantially more effective at creating sales than online advertising.

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Allstate agents dont sit around waiting for something bad to happen

    in order to do something good.

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    If youre doing the same things you were doing 5-10 years ago, youre going to fail

    - Joe Schwartz, President and CEO, Cherry Creek Radio

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Stations would do better by working more intently with a smaller group of

    clients, but capturing more of their marketing dollars.

    - Kay Olin, Partner, Olin & Associates

    Broadcasters need to think of themselves as being in the communications business, not just radio as it has always been defined.

    - Chuck Mefford, Founder, BrandFormation

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    There has never been a better time for the

    industry to take risks.

    - Phil Zachary, Vice President, Market Manager, Entercom Boston

    DONT UNDERSELL THE NOW

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Radio has a reach that is the envy of

    other media

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Tom Sly, Senior Director of Digital Revenue at the E. W. Scripps Company

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Tim Murphy, Vice President, Digital Strategy and Enterprise Platforms at Entercom Communications

    Fran Kelly of CEOView Branding

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Sales is no longer the domain of

    individualist mavericks who

    succeed through inherent personal

    ability and brute force of will.

    Sales Force Management by Mark W. Johnston and Greg W. Marshall, 2013

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Schedule Prospecting

    Measure & Track All Activities

    Prospect from the top down

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Take steps NOW to change your teams attitude

    regarding prospecting

    Embrace social media

    Make sure your entire organization owns the prospecting imperative

    Paul Anovick, Founder and President, CoachAnovick.com

    Are YOU worth THEIR

    time?

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Dont Follow Up

    Follow THROUGH

    Chris Rolando, President and CEO of Murphy Broadcasting

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Jeff Schmidt EVP and Partner, Sparque

    Help your sellers avoid the number one thing buyers hate.

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Process

    Stories Research

    Check-

    lists

    Tools Action

    Payoff

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    The Top 10 Buyer Dislikes

    1. Lack of preparation

    2. Lack of interest or purpose

    3. Over-aggressiveness and

    failure to listen

    7. Lack of understanding of the

    customers business

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Answer the prospects 5 unasked questions

    early in the meeting.

    Ginny Speaks Field Consultant

    Morrison and Abraham

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Creative and Memorable Leave-Behinds

    Danielle Outlaw, CRMC/CDMC/CRSM VP Sales Neuhoff Media

    Annual Community Report: Create a compilation of all events the station supported (including the value of on-air time). Present at

    the end of the year to community and civic associations, as well as local government to showcase your stations commitment to the

    local community.

    Karen Eidman General Sales Manager - WSBH Neuhoff Media

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    Most business owners

    are not entrepreneurs;

    they are technicians

    suffering from an

    entrepreneurial seizure.

    - Michael Gerber, E-Myth

    Reserve September 30-October 2 on your 2015 calendar.

    The 2015 Radio Show...See YOU there!

    RadioShowWeb.com

  • Copyright 2014 www.rab.com Radio Advertising Bureau

    25 Takeaways From the 2014 Radio Show RAB Webinar September 2014

    51

    25 Takeaways From The Radio Show

    Brandeis C. Hall VP, Professional Development Radio Advertising Bureau

    Sales and Management Tips and More