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.

Somehow, we’ve gotten away from the creative side of the creative.

In the high-stakes world of sales leadership, the pressure to not only meet but exceed expectations can be overwhelming. Sales leaders are constantly grappling with a myriad of challenges that can impact their team's performance and the company's bottom line. Here are some of the critical issues that keep sales leaders awake at night and the strategies they employ to address them.

It’s no surprise in today’s business environment that clients want added value to their advertising investment …… often in terms of sales promotions. Use a simple screening process for all proposed sales promotions before signing off. Ask these questions:

What if I told you that local radio has one huge -- some might even call it "unfair" -- advantage over the digital world? An advantage so powerful that when properly leveraged, it can bring advertisers back to your station in droves with results they could only dream of online. So, what's that advantage?

Beasley Media Group CEO, Caroline Beasley, is updating the way ads can be purchased with an innovative idea.

This is great information to use during your sales pitches. Radio continues to do great and surpass cable tv when it comes to advertising.

I read an article not long ago on the internet, that basically gave start up entrepreneurs the impression that sending press releases would have all media literally falling all over themselves to talk about a business for free. Talk about misleading!!