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Tag: "sales meetings"

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: The Great Ones Have This Trait

| June 29, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — What is the single most important quality of a great salesperson?

Product knowledge? Station and competitive knowledge so deep, you even know the tower array. Not really.

Planning and organization? Every minute is booked, accounted for and planned weeks in advance. Unrealistic in today’s world.

Wired with contacts? You know the gatekeeper’s favorite treat and the decision maker’s birthday. So does everyone who’s read Harvey Mackay.

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