“As an advertising medium, the Internet is already larger than radio. It will approach $34 billion this year and is on a trajectory to overtake newspaper advertising within five years. In virtually all markets, the largest local Web site (typically run by a newspaper company) is now grossing more ad revenue than the largest radio station in that market. In some markets, the largest site is grossing more than the largest cluster of stations.”
“Your radio reps have a bounty on their heads. We survey more than 3,000 local Web sites every year about their revenues, expenses, number of salespeople and other revenue-related topics. The ones with the greatest market share and revenue have an interesting characteristic in common: a star-performing “former radio rep” on the sales staff. The word has spread that radio salespeople know how to sell the Internet, and newspaper and TV Web site managers have been recruiting them left and right. Radio reps know how to cold-call, how to generate new business, and how to sell reach and frequency. That’s a perfect match for Internet sales.” — Gordon Borrell, writing in Inside Radio
Category Archives: Business & Marketing
Doc’s “story none dare tell”
Doc Searls says we need a new leadership narrative:
“…what’s “super” about U.S. superpower — a near-limitless ability to make high-technology war, backed by a fighting force of finite size with few allies — is an anachronism. I’m not sure the people of any Great Nation are ever ready to face the fact that the height of their military and economic powers has passed. Or that the leadership they most need to assert is no longer only a military and economic one.”
If we can no longer win every war we start and our economy isn’t Number One… is it possible for the U.S. to still be “super?” Let’s hope so.
This is a thoughtful and insightful post on America, leadership and journalism. Worth a read.
What you know, not what you sell
Sales trainer Chris Lytel points to a Wall Street Journal interview with Ram Charan, a business professor turned consultant and author (What the Customer Wants You to Know).
“It has become very hard to differentiate yourself in the eyes of the customer, for business to business sales. So salespeople should not sell the product anymore. They should find out what the customer needs, which will be a combination of products and services and thought leadership.”
“In the old game, one person could do the selling. In the new game, you need a team from your company. The reason you need a team is the solution you’re going to create is going to come form different parts of your company. That means salespeople have to be good leaders, to lead their team, and also persuade the customer team. Because customers also buy in teams.”
Thought leadership. Interesting concept. Increasingly, our “network radio” sales reps are finding that their clients want more than 30 second spots. I suppose you could say they always wanted more than spots… they wanted the sales or mind-share those “spots” could bring.
These days, it’s rare that the prospect doesn’t bring up the subject of the web as part of their marketing strategy. Knowing a little something about blogging and podcasting has been very useful.
Philips Simplicity Windows
“Big Brother” software knows if you’re happy
Microsoft is developing what a British newspaper (TimesOnline) describes as “Big Brother” software that will allow employers remotely to monitor their workers’ productivity, competence and physical well-being to a degree never before seen.
Among other data, wireless sensors will provide employers with workers’ heart rates and stress level, and determine whether they are smiling or frowning.
“The systems work not only through desktop or laptop computers but even through mobile phones or handheld PCs, meaning that even out of the office the employee can still be monitored. In its most advanced format, the system will monitor users’ private interests.
The system works by recording and analyzing what words and numbers are used or websites visited, and by watching the user’s heart rate, breathing, body temperature, facial expressions and blood pressure. The patent application explains: “The system can also automatically detect frustrations or stress in the user via physiological and environmental sensors and then offer or provide some assistance accordingly.”
This just seems to far-out and scary to be true. For the record… I am happier than I appear.