The NAB Pulse | March 14, 2011

March 14, 2011

RAB to Present Seven Innovative and Revenue Focused Sales and Marketing Sessions at NAB Show

The Radio Advertising Bureau (RAB) will present seven sales and marketing sessions at this year's NAB Show to be held in Las Vegas from April 9-14.

RAB presentations and sessions will be led by top industry leaders in the media and advertising industries including the RAB Professional Development Team. Practical issues challenging radio sales and management teams in 2011 will be a common thread throughout these sessions. Attendees will walk away with ideas and solutions they can put to use immediately.

The Radio Revenue Road Show addresses the key barriers to revenue growth within markets 50-100. This half-day training session will provide turn-key training for radio executives looking to assess their market and station revenue needs

"Radio is off to a great start this year," noted Sheila Kirby, senior vice president of Professional Development, Radio Advertising Bureau. "It's imperative that our sales professionals continue to compete in an ever changing media landscape. These RAB Sales and management Sessions at the NAB Show deliver great knowledge and ROI. These are crucial topics for radio and RAB's Professional Development Training is a solid investment at the NAB Show."

Monday, April 11
10:30 - 11:45 a.m. (Room N239)
The New Radio Model: Revenue Streams for 2011 and Beyond
A new radio model that combines a hyperlocal focus on community and content with multiplatform delivery and non-traditional revenue streams will be presented to exhibit the breadth of new opportunities available to broadcasters. The New Radio Model will showcase new fundamental structural changes and tips on new roles for station sales managers and associates, new business development, creation and growth of new customers, local interactive ad dollars, mining local events and multiplatform listener engagement.

Monday, April 11
1 - 2:15 p.m. (Room N239)
Eight Sales Management Skill Sets Assure Success
Skill sets critical to a sales manager's success include hiring right, holding staff accountable, pricing, yield management, budgeting and more. Get the big picture of sales management in this session that outlines the eight skills managers must perfect to maximize their success and their career.

Monday, April 11
2:30 - 3:45 p.m.
Small and Medium Size Market Idea Exchange (Room N235)
Come join the conversation as this roundtable brainstorming session explores ways to increase revenue and decrease costs at your radio stations. Bring your best ideas to share and get ready to hear ideas that will be worth more than all of you expenses to attend the show.

Monday, April 11
Selling Integrated Advertising Packages (Room N239)
Advertisers have found success over the years with a media-mix. Now, radio stations on their own can create a media mix for advertisers: on air, online, mobile, streaming, etc. You'll hear how to develop integrated media campaigns that achieve advertisers' objectives, how to present your recommended campaign and how to close the deal.

Tuesday, April 12
10:30 - 11:45 a.m. (Room N239)
Local Radio Goes Hyperlocal
The next media battleground is hyperlocal websites – those websites that serve a small community and charge a premium rate for advertising. Dot-coms are aggressively developing sites and expanding local sales staffs. Several traditional media outlets have successfully developed hyperlocal sites and are enjoying significant revenues. Hear the best practices for starting and selling hyperlocal sites for your station.

Tuesday, April 12
2:30 - 3:45 p.m. (Room N238)
Digital Sales Best Practices

Here's what stations are doing to drive revenue from their digital assets. You'll hear outperforming stations share what products generate the most client interest, what products generate the most income, how they sell their digital advertising and what works best for advertisers. The Dot-coms share is more than 50 percent of local online local revenue while radio's share is only two percent. Hear how you can improve your share by using these best practices and thinking like a dot-com.

Wednesday, April 13
9 a.m. - 12 p.m. (Room 239)
RAB Radio Revenue Road Show
The Radio Revenue Road Show addresses the key barriers to revenue growth within markets 50-100. These sessions will provide turn-key training for radio executives looking to assess their market and station revenue needs.

Topics will include the following along with a handful of other crucial areas of interest to any market or station manager: the Seven Steps to Selling Success; Qualifying Prospects to Sell Bigger Schedules; RAB Resources that Save You Time and Make You Money; Branding Yourself as a Marketing Professional; Integrated Campaign Ideas That Sell; Digital 2.0 and Beyond.

For more information about the NAB Show, visit www.nabshow.com.