Tag: "sales meeting"
By Steve Lapa
Lapcom Communications Corp
You’re certainly seeing the articles, interviews, research, and industry visibility showcasing the recent resurgence in the host read commercial. Longtime sellers, managers, owners, all know the host read never really went away. From the days of Ed McMahon and Johnny Carson to today’s talk radio talent, many of whom can be identified by just one name – Rush, Howard, Rome – they all kept talking and reading the bullet points.
By Steve Lapa
Lapcom Communications Corp
Why should professional selling include the most negative experience the human body can experience?
It makes no sense to me today or from the first day I was exposed to the “probe for the pain point” strategy of selling. Discovering marketing solutions is a fluid, positive process anchored by a relationship built on trust, not finding the pain.
By Steve Lapa
Lapcom Communications Corp
I know this sounds unbelievable but here goes. For more than 30 years, it took me 10 hours to prepare a one-hour sales meeting. Many of my sales proposals didn’t have a 10:1 ratio. For my sales meetings it didn’t matter if there were visuals, handouts, or materials of any kind. The ratio was consistent 10 hours of prep to one hour of stand-up. What mattered was, “What actionable items will this team try when they leave the room?” In other words, I mentally ended the meeting and reverse engineered how we got there. Simple, direct, and focused, over 2,000 sales meetings from coast-to-coast all contemplated the same way. Visualize the end and build the path to get there. It worked for me from South Florida to San Francisco.
Retrospective: The Life and Career of Dr. Joy Browne. In February 2015, TALKERS magazine managing editor Mike Kinosian conducted a lengthy interview with talk radio personality Dr. Joy Browne that resulted in a life and career retrospective of the radio star as she worked in the fourth decade of her broadcasting life. As a way of honoring the woman who passed away unexpectedly on August 27, TALKERS magazine is re-publishing the piece so that those who may have missed it can read it, and so that broadcasters and non-broadcasters alike can have a look back at the life of a complex and dedicated woman who used her outstanding listening and problem-solving skills to both help others and entertain radio listeners for so many years. Read Mike Kinosian’s story here.
Millennials Schmillennials! On Tuesday, September 5, TALKERS magazine will post a video presentation from media consultant Holland Cooke that will offer some eye-popping facts about the value of upper-end Baby Boomers to retailers. Calling it an “instant sales meeting,” Cooke says this is not to be missed by anyone charged with marketing via radio. While the full video presentation will be available on 9/5, check out this teaser video here.
Tribune Tower to Be Sold; WGN Radio to Remain There at Least Through June 2018. Chicago media writer Robert Feder reports today that although the Tribune Tower is being sold to Los Angeles-based developer CIM Group, WGN Radio staffers are being assured that the station’s operations will continue there through the current lease that expires in June of 2018. Station officials say “when the time is right” they will begin negotiations to extend their lease in the historic downtown building. Currently, the station operates in the street-level Allstate Showcase Studio overlooking Michigan Avenue and Pioneer Court in addition to its offices on the 7th floor that were expanded back in 2012. However, it’s expected the new owners will seek to lease the street-level space out to retailers. Read Feder’s piece here.
PodcastOne and Forbes Partner for Podcast Network. The just-announced deal between Forbes and PodcastOne includes “joint efforts in podcast development and production, as well as distribution, promotion, marketing and advertising sales.” A press release indicates the companies plan to collaborate on podcasts in the areas of video gaming, sports, tech, hip-hop and more, initially launching with four programs focused on business, women and tech. For the launch, beginning the first week of October, the roster will comprise “The Limit Does Not Exist,” “Mentoring Moments,” and “Hiding in the Bathroom” – podcasts produced internally by Forbes for its women’s digital network Women@Forbes, launched in April, that have resonated with millennial and entrepreneurial women. The fourth program is a tech podcast, “The Premise,” developed and launched by Forbes several months ago. PodcastOne founder Norm Pattiz says, “We’ve had a lot of ‘oh, wow’ moments at PodcastOne, none bigger than this. An exclusive podcast partnership with Forbes is a very big deal for our network. The Forbes brand brings with it the history and credibility in not only business, finance and tech, but also sports, women’s issues, entertainment, plus everything and anything that the Forbes and PodcastOne teams will develop together.”
Tony Kornheiser Show Re-Emerges as Podcast Via DGital and IMG. Sports media personality Tony Kornheiser returns to the audio world after recently exiting his daily sports talk radio show on WTEM, Washington via podcast through a collaboration between DGital Media and IMG. A press statement says Kornheiser will be “joined by longtime show regulars from the world of sports, politics and news, as well as the wide array of special guests that his longtime listeners have come to expect.” DGital Media chief content officer Chris Corcoran says, “Tony is one of the few national personalities who continues to generate both buzz and news on a daily basis. His storytelling expertise and sports knowledge are unmatched and we are excited to create an exciting new home for his show and his fans.”
Nielsen Audio Releases Second Round of August 2016 PPM Data. The second of four rounds of August 2016 PPM ratings data from Nielsen Audio has been released for 12 markets including: Washington, Boston, Detroit, Miami, Seattle, Phoenix, Minneapolis, San Diego, Tampa, Denver, Baltimore, and St. Louis. The August 2016 survey period covered July 14 through August 10. You can find the complete 6+ ratings numbers from subscribing stations here. Additionally, TALKERS/RadioInfo managing editor Mike Kinosian provides his “Twelve Takeaways” from this group on the main page of our sister publication here.
TALKERS magazine Publisher Michael Harrison Discusses Talk Radio’s Effect on Election Discourse (and More) on KNPR, Las Vegas. During a 20-minute discussion with KNPR, Las Vegas’ Joe Schoenmann about talk radio’s effect on the nation’s discussion about the political process and elections in America, TALKERS publisher Michael Harrison talks about that and much more. The discussion involved a lot of media theory as well as Harrison’s thoughts about Millennials and their attitudes toward AM/FM radio and commercial media. Listen to the interview here.
The Presidential Race, Tuesday Primary Races, Weiner-Abedin Split, Kaepernick ‘Anthem’ Flap, EU-Apple Tax Controversy, Looming G20 Summit in China, Fears of Election Fraud, and MLB Action Among Top News/Talk Stories Yesterday (8/30). The activities of presidential candidates Hillary Clinton and Donald Trump; the primary elections in several states involving Marco Rubio, Debbie Wasserman Schultz, and John McCain; the separation of Hillary Clinton aid Huma Abedin and husband Anthony Weiner after a recent sexting episode; the ongoing flap over Colin Kaepernick’s “National Anthem” protest; the EU slaps Apple with a $14.6 billion tax bill the tech company is disputing; this weekend’s G20 Summit in China and growing anti-globalization sentiments; fears of election fraud after indications polling systems in Arizona and Illinois; and Major League Baseball action were some of the most-talked-about stories on news/talk radio yesterday, according to ongoing research from TALKERS magazine.
WEEI Jimmy Fund Radio-Telethon Raises $3.5 Million. The annual two-day radio-telethon that happens every August to raise funds for Boston’s Dana Farber Cancer Institute took place on Monday and Tuesday of this week at Fenway Park. This week’s event was the 15th annual radio-telethon (also seen on regional cable channel NESN). Pictured here are (from l-r): WEEI’s Jerry Thornton, Boston Celtics coach Brad Stevens, WEEI’s Michael Holley, Boston Red Sox manager John Farrell, and WEEI’s Dale Arnold.