Sales Ideas for Account Executives

1. Niche Verticals: Skiing

http://www.localbroadcastsales.com/pages/articles-items/niche-verticals-skiing646.php

2. Using LinkedIn for Business Development

http://www.localbroadcastsales.com/pages/forumposts.php?topicid=96

10-Minute Training Ideas

Broadcast + Digital

1. Selling the Web with Broadcast – Web Sales Basics with Stephen Warley

http://www.localbroadcastsales.com/pages/articles-items/3.-web-sales-basics-selling-the-web-with-broadcast361.php?g=58

2. Tying Mobile to Broadcast – Mobile Advertising with Adam Shapiro

http://www.localbroadcastsales.com/pages/articles-items/10.-mobile-advertising-tying-mobile-to-broadcast519.php?p=6&g=88

3. Packages – Video Directories with Stephen Warley

http://www.localbroadcastsales.com/pages/articles-items/6.-video-directories-packages567.php

Upcoming Webinars

LBS Broadcast Sales Series

October 6th at 1pm EDT

The Ten Commandments of Video with Al Tompkins

Learn more at:

http://www.localbroadcastsales.com/pages/v2webinarleft.php?targetfun=whatsnextbro

LBS Digital Sales Series

October 12, 2010 at 1pm EDT

Five Effective Methods for Promoting Your Website

Learn more at:

http://www.localbroadcastsales.com/pages/v2webinarleft.php?targetfun=whatsnextdig

Don’t have your Local Broadcast Sales.com access code?  Email jordan@massbroadcasters.org to get it!

Sales Ideas for Account Executives

1. Niche Verticals: Halloween

http://www.localbroadcastsales.com/pages/articles-items/niche-verticals-halloween644.php

2. Why Hearing “No” from a Client Is a Good Things

http://www.localbroadcastsales.com/pages/forumposts.php?topicid=102

10-Minute Training Ideas

Long-Term Business: Everybody Wins

1. Long-Term Business, Part 1 – Sales 101, Part 2 with Paul Weyland

http://www.localbroadcastsales.com/pages/articles-items/7.-sales-101-long-term-business-part-1631.php?p=6&g=100

2. Long-Term Business, Part 2 – Sales 101, Part 2 with Paul Weyland

http://www.localbroadcastsales.com/pages/articles-items/8.-sales-101-long-term-business-part-2630.php

3. Long-Term Business, Part 3 – Sales 101, Part 2 with Paul Weyland

http://www.localbroadcastsales.com/pages/articles-items/9.-sales-101-long-term-business-part-3629.php

Upcoming Webinars

LBS Digital Sales Series

September 14, 2010 at 1pm EDT

Creating Web Content That Drives Revenue

Learn more at:

http://www.localbroadcastsales.com/pages/v2webinarleft.php?targetfun=whatsnextdig

LBS Broadcast Sales Series

October 6th at 1pm EDT

The Ten Commandments of Video with Al Tompkins

Learn more at:

http://www.localbroadcastsales.com/pages/v2webinarleft.php?targetfun=whatsnextbro

Have a question or trouble registering for a webinar? Need training suggestions?

Email info@localbroadcastsales.com

Haven’t created a profile on LBS yet?

Contact your state broadcast association for an access code:

http://www.localbroadcastsales.com/pages/lbs-partners.php

Follow LocalBroadcastSales on Facebook & Twitter

http://www.facebook.com/localbroadcastsales

http://www.twitter.com/broadcastsales

Don’t miss this webinar from LocalBroadcastSales.com focusing on the true value of social networks.

For the first time in the history of the web, e-mail is no longer the number one activity of online users. It has been replaced by social networks.
Borrell Associates and Stephen Warley provide research, recommendations, and case studies on using social networking tools to increase your broadcast and digital advertising sales.

Some of the basic concepts covered in this webinar include:

1. Creating, developing, and maintaining social network followers to leverage for promotions.
2. Gathering sales advertising research with social networking tools.
3. Using social networks to effectively develop sales leads.

If you already have a question about social networks, please email it to info@localbroadcastsales.com and include “Social Networks Question” in your subject line.

For a preview video and to register for the webinar click here:

http://www.localbroadcastsales.com/pages/v2webinarleft.php?targetfun=whatsnextdig

Here are some great 10-minute refreshers from Paul Weyland about remembering the fundamentals:

1. Coming Up with Great Ideas – Updated Sales 101, Part 1 with Paul Weyland

http://www.localbroadcastsales.com/pages/articles-items/3.-sales-101-coming-up-with-great-ideas620.php?g=98

2. Emotional Headlines – Updated Sales 101, Part 1 with Paul Weyland

http://www.localbroadcastsales.com/pages/articles-items/10.-sales-101-emotional-headlines612.php?p=6&g=98

3. Think for the Client – Updated Sales 101, Part 1 with Paul Weyland

http://www.localbroadcastsales.com/pages/articles-items/8.-sales-101-think-for-the-client614.php?p=6&g=98

And don’t forget Wednesday’s webinar:  Reinventing Your Sales with Jim Mathis @1PM

Learn more at:  http://www.localbroadcastsales.com/pages/v2webinarleft.php?targetfun=whatsnextbro

Haven’t created a profile on LBS yet?

Email Jordan@massbroadcasters.org for your access code.

Follow LocalBroadcastSales on Facebook & Twitter

http://www.facebook.com/localbroadcastsales

http://www.twitter.com/broadcastsales

Kick off your weekly sales meeting with 10-minutes of training from LocalBroadcastSales.com.  Here are some ideas for this week:

Remember the Customer

1) Link Features to Outcomes – Sales Communications with David Topus

http://www.localbroadcastsales.com/pages/articles-items/9.-sales-communications-link-features-to-outcomes189.php?p=6&g=24

2) Recognizing Your Customer’s Style – Selling by Personality with Gary Moore

http://www.localbroadcastsales.com/pages/articles-items/3.-selling-by-personality-style-recognizing-your-customer-s-style136.php?g=23

3) Focus on the Listener – Radio Copywriting with Dan O’Day

http://www.localbroadcastsales.com/pages/articles-items/8.-focus-on-the-listener227.php?p=6&g=76

And don’t forget about tomorrow’s webinar at 1PM:

Broadcasters Online: A Legal Guide to the Cyber-Jungle with David Oxenford

Learn more at:  http://www.localbroadcastsales.com/pages/v2webinarleft.php?targetfun=whatsnextbro

Email jordan@massbroadcasters.org for your LBS access code and remember that all webinars are archived by close of business on the day they air.

As the broadcast industry continues to evolve, sales training has never been more important. Why not carve out 10 minutes in your weekly sales meeting for some targeted training from LocalBroadcastSales.com?

10-Minute Training Idea

Call Reluctance

1) Scheduling Meetings, Part 1 – Consultative Selling for the Web with Stephen Warley

http://www.localbroadcastsales.com/pages/articles-items/6.-consultative-selling-scheduling-meetings-part-1386.php?g=62

2) Conversation Starters (worksheet) – Consultative Selling for the Web with Stephen Warley

http://www.localbroadcastsales.com/pages/articles-items/conversation-starters418.php

3) Getting Appointments, Part 2 – Sales 101 with Paul Weyland

http://www.localbroadcastsales.com/pages/articles-items/4.-getting-appointments-part-251.php

Sales Idea for Account Executives

Niche Verticals: Back to School

http://www.localbroadcastsales.com/pages/articles-items/niche-verticals-back-to-school586.php

And don’t forget about Tuesday’s webinar: How to Get Your Voicemails returned with Dan O’Day

http://bit.ly/LBSBroadcastSalesWebinar

I’ll be there, will you?  Email jordan@massabroadcasters.org to get your LBS access code!

How to Get Your Voicemails Returned with Dan O’Day
June 15th at 1pm EST
LBS Broadcast Sales Webinar

In this first of two June Broadcast Sales series webinars, Dan O’Day, Radio Sales Expert, teaches you how to leave voicemails that command the attention of your advertisers, instead of getting deleted.

To watch a preview video and register, visit:
http://bit.ly/LBSBroadcastSalesWebinar

And remember, even if you can’t watch live, all webinars are archived by the end of their broadcast day at  www.localbroadcastsales.com.

As the broadcast industry continues to evolve, sales training has never been more important. Why not carve out 2 minutes in your weekly sales meeting for some targeted training from LocalBroadcastSales.com?  It’s FREE to MBA members!

 This week Stephen Warley gives tips on targeting museums

http://www.localbroadcastsales.com/pages/articles-items/niche-verticals-museums583.php

 And don’t forget LBS’ nextwebinar on June 8^th at 1PM: Online Video Advertising: It’s More Than Just Pre-Rolls

Learn more at:  http://bit.ly/LBSDigitalSalesWebinar

 As always, webinars are archived for use at any time. 

 Contact Jordan Walton at the Massachusetts Broadcasters Associations at jordan@massbroadcasters.com to get started with your username and password.