Brent Hoodenpyle interviews Martin Messier, an integrated strategist and entrepreneur. They discuss Martin's journey from founding a successful chain of Brazilian bakeries to developing unique marketing strategies like the Ice Cream Funnel and Squirrel Selling. The conversation delves into the importance of understanding customer experiences, the role of NLP in sales, and effective advertising strategies for local businesses.

Look, we all know that the account executive position at a radio or tv station can be one of the most fun and rewarding careers to have.  It’s exciting, fast-paced, and, potentially, very lucrative. If we’re honest, though, we also have to admit that getting started in this career can be quite challenging. 

Radio continues to dominate when it comes to a client's return on investment. With a new look into these stats we can see exactly where money is being spent. The Association of National Advertisers' latest report shows new measurement tools and shifting media trends relay a new picture of the ROI from audio advertising. 

Congratulations! You’re the new sales rep for your favorite hometown radio station and now it’s time to get out in the community and get to work. You know that, given a few months, you’ll have a portfolio of advertisers who’ll be providing you with a good – hopefully, VERY good – income, but the only problem is that you also need money NOW.

First, consider your national rep firm partner. Are you mission aligned? Do they specialize in selling your type of operation in your type of market? Are they as passionate about your story as you? For instance, are you an independent broadcaster in a non-metro trading area?

According to a study by Borrell Associates, the use of AI in advertising is rapidly growing. Borrell analyzes the impact of AI within various factors of advertising. When the group took a dive into the usage of AI, the difference between last year and this year was quite noticeable.

Having been in media sales, I've had the opportunity to work with a variety of CRM systems. I’ve seen firsthand the challenges that come with adopting and effectively using these tools. Among all the CRMs I've encountered, HubSpot CRM stands out as the most intuitive and powerful solution for media sellers.

The old saying is true…People like to do business with those they know, love, and trust. Sadly, that means when you’re approaching a business owner about advertising on your radio station – and you’re not his best friend or brother-in-law – you’ve got your work cut out for you.

Virtually everything we purchase now can be done so without interacting with a human, if we choose. Whether that’s groceries purchased online or in the store, food from restaurants, ink for our printers and most kinds of advertising except for radio. Radio is one of the last things you can’t purchase without interacting with a person.

This new generation has been raised completely different than those of us who grew up on 90210 and New Kids on the Block.