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Tag: "manager"

Pending Business: Checking In

| August 30, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — This one may be more for the sales managers.

Your station gets a sales lead. Based on the system you have in place a quick conversation with the assigned seller is followed by a hand-off. The seller begins the sales process and at some point will come back with feedback. The sales process continues and barring any difficult negotiation, that new advertiser may never hear from a manager again, unless the seller requests it. Most likely not.

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Pending Business: Winners or Champions

| August 2, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Simone Biles stepped away from the Olympics last week.

A 24-year-old woman who is arguably the greatest gymnast of all time raised her hand and did what any of us would do when something isn’t right: hit the stop button. Please hold your opinion — for now.

What does this have to do with day-to-day selling?

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Pending Business: Future Sales

| July 6, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — The caption on the screen during a CNBC report read, “The Future is Audio.” The CNBC anchors were breaking down the recent audio integrations on Facebook. Last week another large radio group blended traditional programming and digital content into one executive position.

Agree or disagree with combining is not for us to debate here. As a talk radio seller or sales manager, the real task is to get a better understanding of what’s ahead. The good news in this upcoming convergence is you should be well positioned to sell into a reboot of the talk radio/audio sales landscape. Think about the different ways the talk radio/audio audience engages with the content your on-air talent is creating. Let’s start with the distribution platforms:

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Pending Business: Reminder

| February 15, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Sometimes we forget what we get paid to do. Sounds silly, but it’s true.

A recent experience reminded me of the temptation every seller and manager faces when presented with seemingly impossible buying parameters.

The knee-jerk reaction is to simply pass, without thinking twice about everyone downstream impacted by the decision, especially your on-air talent. They may be earning fees connected with the decision to pass. Your on-air talent are typically disconnected from your decision flow and only know their monthly talent fee check shrunk. Let’s back up and revisit the fast decision to pass.

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Pending Business: This Year in Review

| January 4, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Remember getting on an airplane before TSA security measures? As we move to the 20th anniversary of 9/11, we are accustomed to the changes in our daily lives that horrific experience created. The same will hold true as we persevere through the challenges of the COVID-19 pandemic. Technology, a changed business landscape, and income reboots will dictate a smarter, more flexible seller, marketer, and manager.

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