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<ul><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>1 </p><p>25 Takeaways From The Radio Show </p><p>Brandeis C. Hall VP, Professional Development Radio Advertising Bureau </p><p>Sales and Management Tips and More </p><p>25 Takeaways from the </p><p>2014 Radio Show </p><p>See more at RadioShowWeb.com </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>The most important and personal and accessible media in the United States of America is </p><p>local broadcast radio. </p><p>- Indiana Governor Mike Pence </p><p>Reports of radios death have been greatly </p><p>exaggerated. </p><p>Number of people who tune in to radio every day: </p><p>244 million </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Automotive is </p><p>again the #1 radio advertising category </p><p>Automotive spending in radio outpaces the numbers two and </p><p>three categories combined. </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Alan Mulally </p><p>Former President and CEO </p><p>Ford Motor Company </p><p>Google Board Member </p><p>Dan Harris </p><p>ABC News </p><p>Radio is still the center </p><p>of the dashboard </p><p>The auto industry and the radio industry have a lot in common. They are two legacy industries facing real technological disruption. The turnaround you engineered at Ford is incredible. What would be your advice to radio? </p><p>Have a compelling vision and have everyone with you. Have a comprehensive strategy to deliver that. And have a relentless implementation plan where every week, every month, everybody knows what the plan is, everybody knows what </p><p>the situation is, and the areas that need special attention. </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>According to the latest reports from Nielsen, radio is almost three times as popular with consumers as the Web. And a recent study reported in Advertising Age showed that radio advertising is substantially more effective at creating sales than online advertising. </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Allstate agents dont sit around waiting for something bad to happen </p><p>in order to do something good. </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>If youre doing the same things you were doing 5-10 years ago, youre going to fail </p><p>- Joe Schwartz, President and CEO, Cherry Creek Radio </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Stations would do better by working more intently with a smaller group of </p><p>clients, but capturing more of their marketing dollars. </p><p>- Kay Olin, Partner, Olin &amp; Associates </p><p>Broadcasters need to think of themselves as being in the communications business, not just radio as it has always been defined. </p><p>- Chuck Mefford, Founder, BrandFormation </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>There has never been a better time for the </p><p>industry to take risks. </p><p>- Phil Zachary, Vice President, Market Manager, Entercom Boston </p><p>DONT UNDERSELL THE NOW </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Radio has a reach that is the envy of </p><p>other media </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Tom Sly, Senior Director of Digital Revenue at the E. W. Scripps Company </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Tim Murphy, Vice President, Digital Strategy and Enterprise Platforms at Entercom Communications </p><p>Fran Kelly of CEOView Branding </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Sales is no longer the domain of </p><p>individualist mavericks who </p><p>succeed through inherent personal </p><p>ability and brute force of will. </p><p> Sales Force Management by Mark W. Johnston and Greg W. Marshall, 2013 </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Schedule Prospecting </p><p>Measure &amp; Track All Activities </p><p>Prospect from the top down </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Take steps NOW to change your teams attitude </p><p>regarding prospecting </p><p>Embrace social media </p><p>Make sure your entire organization owns the prospecting imperative </p><p>Paul Anovick, Founder and President, CoachAnovick.com </p><p>Are YOU worth THEIR </p><p>time? </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Dont Follow Up </p><p>Follow THROUGH </p><p>Chris Rolando, President and CEO of Murphy Broadcasting </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Jeff Schmidt EVP and Partner, Sparque </p><p>Help your sellers avoid the number one thing buyers hate. </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Process </p><p>Stories Research </p><p>Check- </p><p>lists </p><p>Tools Action </p><p>Payoff </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>The Top 10 Buyer Dislikes </p><p>1. Lack of preparation </p><p>2. Lack of interest or purpose </p><p>3. Over-aggressiveness and </p><p>failure to listen </p><p>7. Lack of understanding of the </p><p>customers business </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Answer the prospects 5 unasked questions </p><p>early in the meeting. </p><p>Ginny Speaks Field Consultant </p><p>Morrison and Abraham </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Creative and Memorable Leave-Behinds </p><p>Danielle Outlaw, CRMC/CDMC/CRSM VP Sales Neuhoff Media </p><p>Annual Community Report: Create a compilation of all events the station supported (including the value of on-air time). Present at </p><p>the end of the year to community and civic associations, as well as local government to showcase your stations commitment to the </p><p>local community. </p><p>Karen Eidman General Sales Manager - WSBH Neuhoff Media </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>Most business owners </p><p>are not entrepreneurs; </p><p>they are technicians </p><p>suffering from an </p><p>entrepreneurial seizure. </p><p>- Michael Gerber, E-Myth </p><p>Reserve September 30-October 2 on your 2015 calendar. </p><p>The 2015 Radio Show...See YOU there! </p><p>RadioShowWeb.com </p></li><li><p>Copyright 2014 www.rab.com Radio Advertising Bureau </p><p>25 Takeaways From the 2014 Radio Show RAB Webinar September 2014 </p><p>51 </p><p>25 Takeaways From The Radio Show </p><p>Brandeis C. Hall VP, Professional Development Radio Advertising Bureau </p><p>Sales and Management Tips and More </p></li></ul>