Matt SunshineManaging Partner
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October 25, 2018
Matt Sunshine, Center for Sales Strategy: "Radio Needs To Start Playing Offense Instead Of Defense"With advertising budgets expected to keep growing in future years, as the pie expands, how does radio capture more than its fair share?
Matt: Radio sales management and sales people need to establish themselves as experts (thought leaders) when it comes to getting clients results. Most are seen as product peddlers; some are seen as consultants who want to advise you; and the elite are seen as experts in getting results.
As advertisers continue to ask tougher questions, the gap between product peddlers and elite performers is only going to grow. As the saying goes, you're only as strong as your weakest link, so what's your advice?
Matt: Radio needs more elite performers. This means developing a best-of-class recruitment and selection process, committing to selecting not just for experience or personality but rather sales talent and then committing to on boarding, training and establishing a customer focused sales culture.
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October 18, 2018
Cumulus Media's Mike McVay: "Radio Needs To Be Better In Regard To What Comes Out Of The Speakers"Going back to the early days of Marconi, radio has consistently faced disruption. What's our secret sauce? Mike: Radio's business model is fluid and can continually evolve. Combining radio with digital content delivery ensures that as the world evolves, we'll be wherever ...
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October 11, 2018
Nielsen’s Jon Miller: "In today's fragmented media world, radio remains the top way people discover new music."As a company, Nielsen provides world class measurement across verticals. How does this multi-platform expertise help validate radio’s core business of spot revenue? Jon: “The data speaks volumes; in today’s fragmented media world with so many choices available for ...
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October 4, 2018
EMF's Randy Chase: "We're very bullish on radio"As a non-profit organization, EMF can afford to be agnostic to the platform and focus on spreading its faith based message. Yet with recent high profile purchases of the Sound in LA and the Loop in Chicago, you continue to invest in radio first and most. Randy: ...
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September 24, 2018
Connoisseur's Jeff Warshaw: "We Don't Have A Cynical Approach To Radio"
You're an outspoken advocate for radio. How's the industry doing? Jeff: Radio gets great results for its advertisers. We offer compelling content that's free and ubiquitous. Our personalities develop relationships with listeners that provide powerful connections ...