Tag Archives: New Media

How Did You Do It?

If you are a sales manager, you probably started in this business as a sales rep, and it was all about the math of selling. The number of cold calls and the number of “packages” you presented became part of your success formula.

Now as a sales manager, with probably very little management training, you’re expected to train the troops. Your idea of “training” might go something like this; “When I was on the street I …”.

          Stop it!   No one cares how you did it “in the old days”.

You know there have been dramatic changes in the world; changing technologies, changing station ownership, changing economies, changing, changing, changing.

What is it that makes you think the marketing and sales arena is the only thing that hasn’t changed from “When I was on the street”? Let’s look at old world cold calling as an example.

How do you feel when a telemarketer interrupts your dinner to sell you something you haven’t felt a need for? How do you think your prospects feel when your reps embark upon a door to door cold-call campaign to sell them a one-size-fits-all package of the week? Most salespeople don’t like making cold calls, and certainly, most clients view these interruptions to doing business as rude! So why do we do it?

 We’ve focused on cold calls because traditionally, that’s the beginning of the sales process.  Every step in modern strategic selling has changed today, and sales training has changed as well. Training is no longer a manager’s “show and tell”.

Like with all other aspects of your business, you can either embrace the changing world of sales and sales training or continue doing the same thing over and over. I’m sure you’ve heard what Einstein has called doing the same thing over and over and expecting a different result…that was his definition of insanity.

In the new media world, there is a better way of training and selling. It involves creating warm calls rather than cold calls, using technology to build stronger customer relationships, and it’s been proven to grow your long-term revenues.

Business guru Jack Welch says, “There is always a better way. Find it!”

 Click here if you would like to discuss implementing our “better way” for 2018 and 2019.

Every Dog Has Its’ Day

It seems the glimmer is already beginning to dim on the early front runners in digital media.

Once the fore-runner  in ‘new’ media advertising, online display advertising’s share of digital ad spend  is predicted to decline by 12.4% over the next four years, according to a recent Ad Buyer Survey conducted by Cowan and Company.

And the runner up, Search, is forecast to post a .4% decline in digital spend share.

Both of these early digital stars are giving way to the latest ‘new’ media. Social media’s share of digital spend is forecast to grow by 14.9% and online video, is predicted to increase their share by 11.2% over the same four year window.

‘New’ continues to be a powerful word in the media sales business. For advertisers not using radio, radio can be ‘new’. Positioning radio as a new way for local businesses to reach their prospects can be appealing. Radio as their ‘new media’ can be easier to buy and understand than the increasingly complicated and fragmented digital options.

Contact [email protected]  to learn how our TOMA Surveys and SoundADvice radio e-marketing system can sell your prospects on the strategic role radio should play in the new media landscape.

Every Dog Has Its’ Day

  It seems the glimmer is already beginning to dim on the early front runners in digital media.

            Once the fore-runner  in ‘new’ media advertising, online display advertising’s share of digital ad spend  is predicted to decline by 12.4% over the next four years, according to a January 2016 Ad Buyer Survey conducted by Cowan and Company.

            And the runner up, Search, is forecast to post a .4% decline in digital spend share.

            Both of these early digital stars are giving way to the latest ‘new’ media. Social media’s share of digital spend is forecast to grow by 14.9% and online video is predicted to increase their share by 11.2% over the same four year window.

             ‘New’ continues to be a powerful word in the media sales business. For advertisers not using radio, radio can be ‘new’. Positioning radio as a new way for local businesses to reach their prospects can be appealing. Radio as their ‘new media’ can be easier to buy and understand than the increasingly complicated and fragmented digital options.

            Contact [email protected]  to learn how our SoundADvice radio e-marketing system continues to educate our member-stations’ prospects and salespeople on the strategic role radio should play in the new media landscape.

Stop Blaming New Media

What’s New?

I’m hearing more and more stations grumbling about the loss of revenue as advertisers switch to new media.
But maybe it’s not new media to blame…. maybe it’s ‘old’ media.
Advertising, by nature, is supposed to be dynamic, exciting, fresh and even somewhat adventurous.
If you haven’t presented anything ‘new’ to your clients recently, perhaps your clients are just plain tired of same-old, same-old.
Look at each of your clients and ask yourself, “When was the last time the client was excited about something new I presented?”
New ideas?
New promotions?
New schedules?
New research?
New strategies?
New creative?
Maybe it’s time for you to ‘re-new’ your advertiser relationships. Sometimes we seek change for change’s sake, even if what we’re doing has been working.

 

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