On the first episode of Seller to Seller, Jeff Caves welcomes yield management specialist Alec Drake to talk about rate fluctuation and how we get more...
"I suggest starting with 12-month contracts. I explain that this is the way to get the best rates on the station, and we can establish a...
Radio sales has always been about the ability to devise creative ways to sell the one thing we have: time. That sentiment has never been truer...
"When you have a deep menu of choices to provide solutions for a client, you must pick carefully and not throw too much into a proposal."
"It shouldn't take much convincing to get your most successful clients on the air with a testimonial campaign."
"It may take a little more effort, but if you have an 18-34-year-old targeted station in your cluster, grab a dance partner and start executing some...
"Hire someone who knows where the money is, not the promotions or supplies closet."
"Getting in and out of a car and listening to a long-form podcast or especially an audiobook is like starting and stopping a conversation. Things get...
"Here are some things to consider when looking for a new salesperson."
"Waiting until mid-January to hit the ground running is a mistake when it's what you should be doing right now!"