Radio Ink Magazine October 10, 2022

8:20-8:30 a.m. Welcome and Opening Remarks Greg Ashlock, CEO/Multi Platforms Group, iHeartMedia Jordan Wertlieb, President Hearst Television Deborah Parent, President/Publisher, Radio Ink and Radio + Television Business Report Juliet Huddy. Forecast Emcee 8:30-9:00 a.m. Sponsored by RCS Media Monitors Serial Game Changer: An Interview with Scott Painter Scott Painter is a serial entrepreneur in the automotive space who has launched several innovative business models that have disrupted and transformed the industry. Find out how that disruptive approach has challenged and changed the auto industry, how it might be applied to the broadcast industry, and get a look into a future being continuously impacted by tech innovations such as his. Scott also shares his thoughts on the importance of broadcast (TV and Radio) and how he has used both effectively in the past to market his various…

It’s natural to reflect on leadership as we celebrate some of the best managers in radio in this month’s issue of Radio Ink. Those who grace the pages that follow have each carved out distinctly unique styles based on their own personalities and experiences. Yet there are some characteristics that are likely held in common. Vision, an ability to manage disruption effectively, organization, and inspiration. All reminding me of a leader who recently passed. Queen Elizabeth II. As time goes on, I could well imagine that her 70-year reign, including just about every type of challenge and disruption imaginable both personally and professionally, might become a college course in the art of leadership. Indeed, there are lessons we could all learn from this woman whose career began at the age of…

My friend is forever shouting about his Freedom. It is the only song he sings. Freedom is a good thing, but our love of freedom is why family sizes are shrinking. Children are a responsibility. Freedom and responsibility are paired opposites, a duality. The more you have of one, the less you have of the other. I had written only those few words when I received a request from the American Small Business Institute to answer a question from Glenn, a radio professional in Calgary. Glenn wanted me to predict the “Top Five Qualities of an Advertising Consultant in 2023.” I had the freedom to answer however I wanted. I could be flip, funny, cute, selfserving, dismissive, scholarly, insulting, pedantic, or predictable. My freedom was unrestrained. But I also had the responsibility to give Glenn…

Ask any salesperson why they didn’t make a sale, and you may hear one of these responses: 1. The prospect said the price was too high. 2. The prospect told me they were interested but now won’t return my calls. 3. The prospect ended up going with a competitor. In other words, they blame it on the prospect. And while those reasons may at times be true, a comprehensive debrief of the sales call frequently reveals that the real reason for lost sales may actually be the salesperson. Typically, sales managers respond with training on tactics like cold calling, needs assessment, handling objections, and closing the sale. While training on advanced sales techniques is always beneficial, there are five core competencies that will make or break a salesperson’s success, regardless of how many cold calls they make…

ALECDRAKE.COM My mantra was focused on being the best sales team in the business, and my job was to deliver on that mantra as a leader and excite everyone about the ongoing journey. How do you develop that “dream team” that propels past average and delivers top performance for their own benefit and the company’s? Do You Have People Power? Teams are made up of people of different backgrounds, motivations, personal goals, and life experiences. There must be a common denominator to bring that diversity together and strengthen the team. The team’s chemistry, and a leader’s skill in creating a shared vision, can break down barriers to hit higher achievement levels. Napoleon spoke of the power of ideas over material resources. People will follow a powerful idea before they will chase a top-down…