Category: Sales

Stop Hating Agencies And Be More Like Them Instead

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:  Paul Weyland President, Paul Weyland Communication Strategies Just for kicks, let’s take off our broadcast shoes and try on the shoes of an advertising agency executive. I… read more

So What’s The Best Schedule For A Local Client?

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:  Paul Weyland President, Paul Weyland Communication Strategies Paul Weyland will be speaking at the Great Lakes Media Show, March 5-6, 2019 in Lansing.  For more information and… read more

The Client Is Never Satisfied

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:  Paul Weyland President, Paul Weyland Communication Strategies Paul Weyland will be speaking at the Great Lakes Media Show, March 5-6, 2019 in Lansing.  For more information and… read more

Who Has The Rate Resistance Problem? Could It Be You?

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:  Paul Weyland President, Paul Weyland Communication Strategies Some of us met up at the Radio Show in Orlando and discussed rate resistance. Several people thought advertising agencies… read more

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