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We just completed another successful “Rising Through the Ranks” women’s leadership training program in partnership with BMI and the Mentoring and Inspiring Women in Radio Group (MIW). This year’s scholarship recipients were welcomed at the BMI offices in Nashville for this intensive two-day program, dedicated to the support of women in radio sales, management and ownership. Radio leaders representing a wide range of expertise shared their insights on a variety of topics all pertaining to leadership in audio today. Congrats to the 2019 Class!
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- Luisa Banks, Cox Media Group – Atlanta, GA
- Jill Bernhardt, Cumulus – Atlanta, GA
- Taylor Brown, Neuhoff Media – Springfield, IL
- Alexandra Byrnes, Entercom Communications – Sacramento, CA
- Yvonne Cheng, iHeartMedia – Washington DC
- Katy Dempsey, Bryan Broadcasting – College Station, TX
- Jaime Frankel, Beasley Media Group – Philadelphia, PA
- Adella Fremstad-Nolden, Radio One – Dallas, TX
- Pamela Hall, Kindred Communications – Huntington, WV
- Nichole Hansen, Spencer Radio Group/SAGA Communications – Spencer, IA
- Andrea Hansen, Entercom Communications – Madison, WI
- Traci Harris-Mason, Forcht Broadcasting – Hopkinsville, KY
- Tori Kahl, iHeartMedia – New Orleans, LA
- Dara Kalvort, Entercom Communications – Miami, FL
- Shannon Kenefick, Townsquare Media – Danbury, CT
- Adria Lawrence, Emmis Communications – Austin, TX
- Kate Maguire, Summit Media – Omaha, NE
- Michelle Mazzara, BMI – Nashville, TN
- Elizabeth Nifong, Beasley Media Group – Charlotte, NC
- Debbie Payne, Cumulus Media – Los Angeles, CA
- Kristina Schoenbeck, Entercom Communications – New York, NY
- Ava Suppelsa, BMI – Nashville, TN
- Crista St. John, Bonneville International/Mariners Radio – Seattle, WA
- Brianne Thompson, Leighton Broadcasting – Thompson, ND
- Dianna Towns, Neuhoff Media – Ludlow, MA
- Ashley Williams, Cox Media Group – Orlando, FL
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Professional development and continually enhancing our skills are important for all of us at all levels. Next month we have several skills-building webinars you may find to be of interest.
Seller Series:
Developing the Perfect Idea for Your Client
September 10 at 10am or September 12 at 3pm CDT
You’ve done a great CNA, you’ve done your research, and you have the facts and figures to support your presentation. Now all you need is the perfect idea. Here you will find ways to develop those great ideas, because we all know ideas sell better than salespeople. Register here.
Manager Series:
Secrets to Hiring and Maintaining a Multi-Generational Sales Team
Wednesday, September 18 at Noon CDT
Baby Boomers, Gen X, Gen Z, Millennials. Each generation requires different management strategies, and at the same time you want the identical outcome: Successful, positive, productive, and profitable sales teams. In this webinar you will understand the challenges and opportunities of managing multiple generations, with the goal of maximizing satisfaction, productivity and profitability. Register here.
RAB will also be conducting live, in-person training this fall.
Our Sales Fundamentals course is a one-day session that is ideal for new sellers who need the proper tools and resources to begin a successful career in media sales. This course is also helpful for veteran sellers who have experienced some client attrition or just need to re-focus on the basics. We will be presenting The Sales Fundamentals class on these dates and locations:
Friday, September 27 - Dallas, TX - (9:00-4:30PM Central)
Monday, November 4 - Tampa, FL
Friday, November 8 - Tallahassee, FL
For current managers and those interested in becoming managers, our Certified Radio Sales Management course is a great way to connect with other managers in developing a network of support, while gaining valuable insights, tools and strategies to become an even more successful manager. Many managers became managers because they were the top biller, and they quickly learn that management can be a tough, lonely job. This course can help. Our final in-person 3-day CRSM course of the year will be:
Tuesday, November 5-Thursday, November 7 in Tampa, FL
Learn more about all of our RAB training programs and register for all in-person training opportunities by clicking here.
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We know many of you utilize our monthly publication, The Pitch, for idea starters to share with your clients and to develop custom marketing programs for your advertising partners. We wanted to take a moment to highlight the following Pitch categories that have either been newly created or refreshed with new content and information over the last few months:
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- Halloween
- Physical Therapy
- Fantasy Sports & Sports Betting
- Hispanic Heritage Month
- Dentists
- Nonprofit (Cause-Related)
- Consumer Electronics Retailers
- Clothing Stores
- Architects
- Wine Industry
- Sporting Goods Retailers
- Boat Dealers
- Family Fun Centers/Arcades
- HVAC
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- Professional Photographers
- Spring Gifting (Mother’s Day, Father’s Day, Graduations)
- Eye Care
- Tire Stores
- Auto Leasing, Finance and Insurance
- Pet Grooming and Boarding
- Cruises
- Updates:
- Bakeries
- Pawn Shops
- Tourism
- Private Schools K-12
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Automotive is one of radio’s most important business categories and as a result of the great work from the RAB Sales Advisory Committee earlier this year, we created a specific Automotive page on RAB.com. We’ve heard from many of you that navigating this page has made it easier to pull the latest facts and stats you need when speaking with local auto dealers. We know that accessing information and compiling it in an easy-to-read-and-use format can be overwhelming, so we created the Auto Toolkit. The Auto Toolkit, located under the Sales Tools tab on RAB.com, takes the data from Auto Buyer and Listener Profiles to create ready-to-present PowerPoint slides. The toolkit populates charts and graphs on auto owners’ characteristics – such as employment, marital status or age group. You’ll even be able to graphically demonstrate how your radio station listeners’ demographics compare to those of any auto brand – even by vehicle model. Once downloaded in PowerPoint, you can use the design tool to change the layout or format of the chart, or just simply place it directly onto your station’s template. The choice is yours. If you still prefer to download the Auto Buyer Profiles or Listener Profiles like you always have, don’t worry. Those are still available for download as either a PDF or Excel worksheet.
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I want to close out this month’s issue by acknowledging an unsung hero at the RAB, Dan Moores. Dan has been with the RAB for 24 years and just retired this month. During his tenure, Dan worked diligently every day on Radio Sales Today and wrote and edited various research and insights tools including our entire library of Instant Backgrounds, one of RAB’s most valuable selling tools.
All of us at the RAB want to thank Dan for his friendship, collaboration and professionalism, and let me close with a quote Dan recently shared with us.
“When I think back on my time at the RAB I’ll remember how everyone worked together on special events and projects (such as the old MLC and Radio Show) as well as everyday activities, and how satisfying it was when members acknowledged the information we had provided and told us it was just what they were looking for.”
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Dan, we will miss you and hope you enjoy your new journey. And to all of you -- our RAB members and supporters -- we will see you in September!
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