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RAB Announces NAB Sessions

Five sales and marketing events for the radio sales team

The Radio Advertising Bureau has released its session agenda for the upcoming NAB Show. There will be five sessions set across three days.

The three Monday, April 13, sessions start with “Lunch and Learn: Vision and Leadership; Getting the Buy-In,” noon–1:30 p.m. “Learn ways to measure the results of setting goals, implementing plans, and solving problems that get the buy-in throughout the organization and inspire your employees to work for the success of the company as a whole,” a release describes.

The moderator will be RAB CEO and President Erica Farber and the panelists will be Scott Herman, executive vice president of operations, CBS Radio; Kim Guthrie, executive vice president, Cox Media Group; and Bob Proffitt, president and CEO, Alpha Media.

From 2–3 p.m. is “Recruiting Radio Sales Superstars in the New Media World,” a presentation from John Mitton, president and CEO of MittonMedia. “You can’t afford to lose sales because of mediocrity in your sales force … Learn smart practices on recruiting super sellers from outside of media, how to build and maintain a pipeline for future hires, and ways to reengage current sellers,” the announcement says.

Following that, 3:15–4 p.m., is “7 Ways to Leverage Your Client Needs Analysis.” Gerry Tabio, CEO of Creative Resources, will key attendees on the seven “effective ways to leverage the Client Needs Analysis for your client’s success and your own.”

A panel discussion, “Small & Medium Radio Markets Idea Exchange,” will take place 10:30–11:30 a.m. on Tuesday, April 14. Cromwell Group President and Owner, Bud Walters will moderate. Panelists include Tricia Gallenbeck, director of sales, Beasley Media Group; Kathy Byerly, director of sales, Neuhoff Media; and Stephanie Heide, local sales manager, Spencer Radio Group. A round table consultant group will also be present: Mark Levy, president and CEO, Revenue Development Resources; John Mitton, president and CEO, MittonMedia; and Gary Moore, Insight Edge Inc. and Local Broadcast Sales.

Lastly, Wednesday, April 15, 2:25–2:55 p.m. is the appointed half-hour for “Integrating Radio Advertising: Creating a Win-Win!” Lisa Phillips, director of digital sales for Connoisseur Media, will present “case studies that outline client and station objectives, the idea, and the results. Adapt these proven success stories for your toughest advertisers and keep your clients on air and happy,” a release says.

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