Category: Sales

MAB Partners with MSU for the Future of Media Sales

MAB members had the great opportunity to mentor student members of MSU’s Global Sales Leadership Society (GSLS) on Wednesday evening as part of the organization’s partnership with the university. Gary Baxter, WSYM-TV Fox 47 (Lansing), Jeff Hutchings, WNEM-TV (Saginaw), Jamie McKibbin, Jackson Radio Works (Jackson), and Steve Schram, Michigan Radio (Detroit) led a discussion on the… read more

Salespeople: Here’s How To Make Live Reads Work

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Gary Berkowitz Berkowitz Broadcast Consulting If you were to ask any successful PD what the secret to their success was, I am sure they would tell you… read more

Now That’s Selling

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Dick Taylor,  CRMC/CDMC DickTaylorBlog.com Here are three short stories for you to ponder. Story #1 The other night a radio salesperson was in a restaurant. Business… read more

The Bannister Effect

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com I was talking with a sales manager last week and I mentioned “The Bannister Effect.” When that was met by silence,… read more

Bad Ads vs. Good Ads

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By:  Duane Alverson, President MacDonald Broadcasting Company (Saginaw & Lansing) What’s the most important ingredient to the success of your advertising recipe? Is it the platform you… read more

Why Do People Buy What They Buy?

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Dick Taylor,  CRMC/CDMC DickTaylorBlog.com If you’re in sales, this is probably the question that haunts you most: Why do people do the things they do? Daniel… read more

The Dreaded “Got-a-minute?” Meeting

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com How long is a “Got-a-minute?” meeting in your office? I’m guessing it’s more than a minute. Shoot, I remember a “Got-a-second?”… read more

How to Win a Customer Before they Google

By:  Duane Alverson, President MacDonald Broadcasting Company (Saginaw & Lansing) In today’s world, consumers’ path to purchase almost always goes by way of a search engine. In fact, according to Forrester Research data, 71% of consumers begin their journeys by using a search engine to discover new products and services (initiation), and 74% report using… read more

40 Years Later Sales Managers Are Still Making This Silly Mistake

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com As a young sales manager, I actually said this in a sales meeting: “We have a new salesperson starting next week…. read more

The Shopping Spree

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com I’m on the road doing my one day seminar Radio Sales $101. Our brochure advertises a 180-day money back guarantee. Still,… read more