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Pending Business: Inspect What You Expect

| December 6, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla — It’s still one of the foundations of sales, sales management, and beyond. How about in your personal sales work? Do you inspect what you expect of yourself?

Here’s a quick study guide in how the “better-change-more” works.

Start with a list of questions that breaks down the actionable areas of the sales process you would like to improve.

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Monday, November 8, 2021

| November 8, 2021

Monday Memo: Ask the CVS Question. “Supply chain” is something CNBC talks about all day and our listeners and advertisers suffer every day. “To be useful and relatable and relevant and SOUND LOCAL,” consultant Holland Cooke recommends asking “the question the CVS clerk asks when you bring what you’re buying to the counter.” In this week’s column: “How to have listeners quoting you to each other.” Read it here.

 

Pending Business: Hit ‘Em Where They Ain’t. Radio sales pro Steve Lapa says the best way for radio to compete with digital ad platforms like Google is to serve clients in a way that the digital guys can’t. He offers some suggestions for radio sales pros to consider when e-commerce and online advertising are growing at exponential rates. Read it here.

Talk Host Jon-David Wells Puts Show on Hold to Serve Texas Guard Duty. Talk radio host Jon-David Wells – whose program “The Wells Report” is syndicated nationally via USA Radio Network – is donning his Texas State Guard uniform and his combat boots as he becomes First Sergeant John D. Wells of the Texas State Guard. Wells has been activated by the Texas Military Department to take part in a multi-month deployment and to do so, Wells is putting his radio program on temporary hiatus. Wells will be updating his fans through his website, thewellsreport.net with newsletters, blogs and occasional videos. “The Wells Report” originated on September 11, 2001, when Wells turned his light-hearted lifestyle/pop culture talk show into a daily, three-hour examination of the day’s news with analysis for facts, commentary and debate.

Westwood One and ‘The BOB & TOM Show’ Sign New, Three-Year Deal. The nationally syndicated “BOB & TOM Show” and CUMULUS MEDIA’s Westwood One announce they’ve inked a new, three-year agreement to continue their relationship. The program is heard on more than 100 affiliates across the U.S. Westwood One president Suzanne Grimes says, “‘The BOB & TOM Show’ was one of the first shows to make it big in multiple markets back when satellite distribution was new, and that legacy continues today with top ratings and revenues in our affiliated markets. Tom [Griswold] and the cast are both consistently amazing and amazingly consistent. We look forward to another three years with this incredible team.” Griswold says, “Our relationship with Westwood One makes this business fun. We can spend our time and resources making people laugh…Westwood handles everything else. Thrilled to be ‘hitched’ for three more years.”

Audacy Names Palak Forbes SVP, Digital Business Operations. Media executive Palak Forbes joins Audacy as SVP, digital business operations. She’ll report to chief digital officer J.D. Crowley and will “provide commercial and operational leadership for the company’s podcast business, while working across Audacy’s entire digital portfolio and with key strategic partners to enable continued strong growth in Audacy’s digital and podcast businesses.” Forbes was most recently head of business development and operations at The New York Times. Crowley says, “As we make consistent strides to evolve and enhance our digital and podcast businesses, Palak is a perfect choice to lead our day-to-day efforts to provide a world-class experience for our customers, creators and consumers. Her deep experience launching and scaling innovative new businesses, and expertise managing strategic relationships with companies across the media and technology sectors will enable us to continue delivering robust growth.” Forbes states, “Digital audio is in a really exciting phase where we have evolving audio formats and listening experiences as well as new ways of life emerging from the pandemic. Audacy has brought together a portfolio of innovative brands to meet the needs of the modern listener, content creators, and advertisers alike. I’m so excited to operationalize our strategy across the digital portfolio. It’s an honor to join the leading creator of original and premium audio during this time of growth and transformation.”

Longtime WDRC, Hartford Host Brad Davis Passes. The radio station’s website posts notice that former longtime morning drive personality Brad Davis died at the Connecticut Veteran’s Home in Rocky Hill on November 2 at the age of 87. The cause of death was not revealed but he had been in declining health recently. Davis worked in radio and television beginning in 1956. He began his 43-year stint as WDRC-AM morning host in 1977 when it was still a music outlet. He eased the program into a talk show over a number of years. He was inducted into the Connecticut Broadcasters Hall of Fame in 2015.

Biden Infrastructure Bill, COVID-19/Aaron Rodgers Flap, Supply Chain/Inflation/Gas Prices, COP26, China Military Aggression, and Deadly Astroworld Concert Among Top News/Talk Stories Over the Weekend. President Joe Biden gets his Infrastructure Bill through the House; the rate of COVID-19 cases in the U.S., vaccines for kids, mask & vaccine mandates, and the Aaron Rodgers COVID flap; the supply chain breakdown, the soaring cost of retail goods, and the record high price of gasoline; last week’s COP26 climate summit in Glasgow; concerns over China’s military aggression toward Taiwan and its military build-up; and the deaths of eight concertgoers and the wounding of hundreds of others at the Astroworld festival in Houston were some of the most-talked-about stories on news/talk radio over the weekend, according to ongoing research from TALKERS magazine.

Where Have All the Sales Reps Gone?

| June 16, 2021

By Kathy Carr
Howie Carr Radio Network
President

 

BOSTON –After returning from another successful TALKERS Conference, I was left wondering.  Where have all the radio sales rep gone?

It was a topic of discussion and no one had any real answers.

When I started in the business more than 30 years ago, the sales staff at WRKO in Boston included about 15 people, almost evenly split between men and women.

Some reps’ desks looked like a tornado had hit them. Others were perfectly neat in a OCD sort of way. But I learned something from all of my colleagues as we were a very competitive group.

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Pending Business: Habits

| March 8, 2021

By Steve Lapa
Lapcom Communication Corp
President

 

PALM BEACH GARDENS, Fla. — I am a fan of the thousands of interviews, articles, and self-help books that share somewhere between five and 50 habits or traits of successful people. After many hours of comparison, the habits or traits seem to become more and more universal: exercise, meditate, eat right, stay organized, have specific goals, keep positive, never stop learning, don’t respond to email right after you wake up, and many more.

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Pending Business: Planning 2021

| November 16, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Six weeks remain in the calendar year. Chances are your 2021 budgeting process is done. How’s your plan shaping up on achieving the goals? For 2021, the only sure thing in sales is nothing is for sure.

Just look back at 2020. Pandemic crushed economy, 30 named storms, minimal sports activity, home schooling, toilet paper shortages, new verbs like “Zoom,” and tumult in the White House. There are clues here on how to build a plan to achieve your 2021 goals. Here are some basic start points:

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