September 10
9:00 AM-1:30 PM Registration and networking
1:30-1:45 PM Opening remarks and welcome
1:45-2:30 PM What Steve’s Pest Control Of Columbia, Missouri, Can Teach Us About How Advertising Really Works
Steve’s Pest Control knows what Madison Avenue has forgotten. To generate substantial sales and profit, a business needs to create future demand rather than just obsess over short-term sales.
Pierre Bouvard, Chief Insights Officer, Cumulus Media/Westwood One, Audio Active Group
2:30-3:15 PM AI: On the Road to New Revenue
AI is moving quickly, and stations are learning how this new technology leads to new revenue. Our panel of experts will discuss how AI is being used in the pre-sale and post-sale phases of the sales sequence, from writing a solid introductory e-mail and subject line, to creating compelling video, to assisting with writing the commercial. Time savings allow AEs to do more of what they do best: SELL!
Moderator: Chantelle Crowhurst, Large Brand Partnership and Activation, Bonneville International/Sacramento
Dave “Chachi” Denes, President/Co-founder, Benztown
Maria Kestner, National Account Manager, Futuri
Patti Taylor, VP/Market Manager, Beasley Media Group, Detroit
3:15-3:25 PM SPECai Onstage Presentation
3:25-4:10 PM Finding Dollars in New Places
Opportunity exists in unlikely places, and finding opportunity brings in new revenue streams. One radio company is filling the void created by the shuttering of local newspapers. Others are discovering creative ways to leverage digital, on-air, and on the dash. Our panel shares some ideas and thought starters that will assure you take lots of notes that you can put into action when you return home.
Moderator: Dustin Wilson, Senior Director/Digital Strategy, Marketron
Phil Forrester, Chief Success Officer, Ready For Social
Steve Newberry, CEO, Quu, Inc.
Katie Wheeless, Director Of Online News Brands, Saga Communications
4:10-5:00 PM 20 Electrifying Sales Ideas In 20 Minutes
Paige Nienaber, Director of Fun & Games/Evil Genius, CPR
5:00-5:30 PM Radio Wayne Awards Presentation
Sponsored by:
5:30-7:00 PM Opening Reception
September 11
7:30-8:30 AM Continental Breakfast
8:40-9:40 AM The Panel Where the Audience Is the Panel
Idea sharing. It’s one of the best payoffs you can have from any conference. This session, moderated by Jacobs Media’s Paul Jacobs, will be full of revenue-generating ideas you can put to work when you return home. We’ll ask conference attendees in advance to “Share Your Greatest Sales Proposal” that features a “Stacked Media/360-Degree Solution,” meaning on-air, online, on-site, and any other marketing assets you have at your disposal. Submissions will be vetted and three (3) will be pre-selected for presentation during this session. Then, a panel of experts will ask questions and offer suggestions, with input from the room, on how to take the idea to the next level.
Moderator: Paul Jacobs, VP/General Manager, Jacobs Media
9:40-10:30 AM Tips for Helping Sellers Maximize Performance
Matt Sunshine, CEO, Center for Sales Strategy
10:30-10:50 AM Break
10:50-11:00 AM Quu Presentation
11:00 AM-12:00 PM Interactive Part I
How to Make Money Tomorrow from the Home Improvement and Financial Services Categories
New research fielded exclusively for this conference by NuVoodoo provides actionable insights into the Home Improvement and Financial Services categories. Hear the insights and sales opportunities, and then, during a working lunch with your group, create a presentation you could present to a prospect tomorrow using this current consumer data. Learn and practice using research to make a sale when you return to your market.
Facilitators: Carolyn Gilbert, Founder/CEO, NuVoodoo Media Services
Michael Doyle, Founder/MD Media Sales and Interim Dean-SUNY Brockport School of Business and Management
12:00-1:20 PM Lunch
1:30-2:30 PM Interactive Part II
The Pitch: Home Improvement and Financial Services
During a working lunch, Michael Doyle will help your table team discuss how you will put these research insights into action: How can you use consumer research to generate revenue for your business? How can the research help you identify prospects? What other kinds of research (ratings?) meshes with this data to create a compelling story? How can you effectively use AI to create VBRs to secure an appointment with Home Improvement or Financial Services prospects? Let your creativity flow as you brainstorm how to make money with this new research. Then, when the session reconvenes, Michael will facilitate a group discussion where each table can share their ideas with the larger group. Get ready to take notes as Michael prods and probes to help you find new ways to turn data into dollars. You will leave this session with specific steps you can take to turn consumer research into customer opportunities and sales revenue, while becoming an even greater resource for your prospects and clients.
Facilitators: Carolyn Gilbert, Founder/CEO, NuVoodoo Media Services
Michael Doyle, Founder/MD Media Sales and Interim Dean-SUNY Brockport School of Business and Management
2:30-3:10 PM Sales, Management, and Recruitment
The road to management often starts with sales, but not every successful seller can become a great sales manager — nor do they want the role. So what does it take to become a successful manager? How does a highly competitive rep develop the skills necessary to train, mentor, and lead a team? And how does a sales manager balance the challenges of multi-market multi-management, a diverse group of sellers that cross generational lines, and the need to recruit and train tomorrow’s younger sales reps who are replacing an aging salesforce? These and other issues are discussed in a session you won’t want to miss!
Moderator: Angelica “Angie” Balderas, SVP/Integrated Marketing Solutions, Entravision/Sacramento
Pat Bryson, Owner, Bryson Broadcasting International
Lisa Fields, President, Media Staffing Network
Deon Levingston, Regional Vice President, Radio One
3:10-3:30 PM Break
3:30-4:15 PM Selling Digital by Remaining Current
Digital advertising continues to evolve and create opportunities for radio sellers. Google has proposed to deal with privacy, but keeps delaying a policy that will impact the marketplace. What’s the latest? Our panel shares their perspective on strategies and challenges faced when selling digital.
Moderator: Kristi Nguyen, Director of Digital Sales & Campaign Management/Northwest, Audacy
Dara Kalvort, VP/Digital Sales and Strategy, Digidea (Spanish Broadcasting System)
Jodi Korlacki, Integrated Media Consultant/Sales Manager, Cox Media Group/Jacksonville, FL
Mike Smith, VP/Sales, Frequence
4:15-5:00 PM Taking It All Home
The final session of the 2024 Radio Masters Sales Summit is all about perspective: We’re picking Sales Managers and AEs from the conference crowd to give everyone a look into their world. In a session moderated by Radio Masters Sales Summit advisory board chair, you’ll hear from your colleagues about their biggest takeaways from RMSS and how they’re going to put new ideas to work. Most closing panels are about winding down and summarizing. At this one, expect something new and different.
Moderator: Scott Vowinkle, Radio Masters Sales Summit Board Chair
5:00 PM Closing Remarks
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