September 13
9:00-1:30 PM: Registration and networking
1:30-1:45 PM: Opening remarks and welcome address
1:45-2:45 PM: Eat Their Lunch: How to One-Up Your Competition
Sponsored by:
Winning deals isn’t easy. From the struggle to book a first meeting, to being ghosted by your contact, to the difficulty winning the deal before your client pushes into the next quarter, the process is more challenging today than ever before. But it is possible that you can book more meetings, convert your first meeting into a second one, and win your deals. To do this, however, you are going to need to be One-Up. The salesperson who creates greater value for their clients and aligns with the outcomes they need will win. Anthony Iannarino will tell you how to be One-Up and how differentiating yourself from your competitors will have you closing more deals and reaping bigger rewards.
Anthony Iannarino, Sales Transformationist, 5-time Best Selling Author, and International Thought Leader
2:45-3:30 PM: Lead Generation and Prospecting in the Digital Era
From identifying a prospect to the CNA to campaign recommendations, everything is different in today’s digital era. This session focuses on the top of the funnel — growing your business with lead generation and prospecting. The discussion will cover new tools for prospecting, ideas for a prospecting plan, and where to look for new prospects that are spending broadcast and digital dollars. Panelists will share how to attract new advertisers to their businesses with lead generation and other next steps to take.
Moderator: Bo Bandy, GM Digital/SVP of Marketing, Marketron
Stephanie Downs, Senior Vice President, The Center for Sales Strategy
Tim Hall, SVP/Digital Operations, Urban One – R One Digital
C. Lee Smith, Founder/CEO, SalesFuel
3:30-4:30 PM: 12 Essential Sales Habits of Top Performing Media Sales Reps
In sales, success is often attributed to factors such as product knowledge, communication skills , and negotiation abilities. One crucial aspect often overlooked is the power of habits. Habits play a significant role in shaping the sales process and ultimately determining the level of success a salesperson can achieve.
Matt Sunshine, CEO, Center for Sales Strategy
4:30-5:00 PM: Brad Kelly in conversation with John Fix, Most Senior Media Analyst, Procter & Gamble
It’s been five years since Brad Kelly and John Fix first took the stage together at the Dallas RAB Show and talked about P&G’s “radio experiment.” Since then, this duo have continued their collaborative efforts. Today P&G consistently posts as radio’s number one advertiser. On September 13 in Cincinnati, Brad and John will again take the stage. Together they will reflect on their journey, discuss lessons learned from “the experiment,” and offer candid, clear-eyed feedback for radio sellers and the industry at large. These boys aren’t radio industry insiders and this definitely won’t be a “rah-rah radio!” session — but if you’re looking to up your sales game with major advertisers, it’s feedback you need to hear and won’t want to miss.
5:00-5:20 PM: Radio: Recollections and Reflections
An intimate chat between friends whose careers both began in Dayton radio. George Wymer, a well-respected Dayton radio and television executive and personality, sits down with Gary Sandy, who immortalized the role of radio program directors everywhere in the hit TV show “WKRP in Cincinnati” and inspired a generation of others to follow that path. They’ll share some memories of their early days as well as talk about how radio influenced Gary’s successful career in the years following that hallmark role.
5:20-5:45 PM: Radio Wayne Awards Presentation
5:45-7:15 PM: Opening reception
Sponsored by:
September 14
7:30-8:30 AM: Continental Breakfast
8:30-9:00 AM: Leveraging Audience Analytics To Tell Your Story
In radio, we aren’t selling air — we are selling our audience. Go beyond a ratings ranker and take a different approach by using data to craft stories and highlight the strengths of your stations. Turn research into a narrative that proves a fit for advertisers and links your listeners to potential customers and ROI.
Geri Ruppert, Sr. Manager/Customer Success, Nielsen Audio
9:00-10:00 AM: It’s Time for Radio to Lean Into its Strength
52-week agreements are easy to sell if you know how. I’m going to teach you who to pitch, and how. (Quit selling the unique audience of your station. Sell radio instead.) How to manage 52-week client expectations with “the up-front agreement.” Because when you do it right, 52-week renewals are nearly 100% assured. Anyone can make $300,000 a year selling radio. So why aren’t you?
Roy Williams, New York Times bestselling author and the “Wizard of Ads”
10:00-10:40 AM: “Digitizing” Your Audience for Revenue Growth
Nielsen has served broadcasters well for years, providing listening estimates that have credibility with advertisers. But the radio business has changed. Today, stations are generating a considerable amount of engagement and listening on digital platforms without the tools to effectively monetize it. Concurrently, advertisers are asking for reliable digital data. And the only way broadcasters can effectively monetize their investments is to “digitize” the audience, creating first-party data that not only fits advertiser needs but positions stations to take full advantage of the digital audience they are creating. This panel will explore real-world success stories and provide specific ways stations can go beyond Nielsen to monetize their entire audience.
Moderator: Paul Jacobs, VP/General Manager, Jacobs Media Strategies
Tony Garcia, Founder/Global Media Services, Co- Founder/Now! Media
Katie L. Gambill, Director of Online News Brands, Saga Communications
Creighton Green, Co-founder, Audience.io
10:40-11:00 AM: Break
11:00-11:45 AM: Driving Sales with Technology and Innovation
This session will explore the latest trends, best practices, and innovative approaches that can help drive revenue growth in a highly competitive landscape. Our panelists will share their experiences and insights on leveraging cutting-edge technologies, such as data analytics, digital marketing, and programmatic advertising, to optimize sales strategies. Gain valuable knowledge on developing digital platforms that enable monetization opportunities beyond traditional airtime. Our experts will also delve into podcasting, streaming services, and other emerging media formats that can enhance a station’s positioning and open up new revenue streams. You’ll leave this session more inspired to embrace innovation, capitalize on technological advancements, and unlock the full potential of your radio station’s, and seller’s revenue generation.
Moderator: Dara Kalvort, VP/Digital Sales, DigIdea (SBS)
Elizabeth Bernberg, Sr. Director of Business Development, AdCellerant
Bill Day, Senior Vice President/Strategy, Magid
Jenn Lynch, Director of Sales, Waymark
11:45AM-12:15 PM: Can Shorter Stopsets Raise Revenue?
Almost everyone says radio needs shorter stopsets, but so few actually make the cuts. Why? In this dynamic and engaging panel, we’ll explore the intriguing strategy of limiting radio ads to five minutes an hour or less. Can this approach truly enhance revenue for station owners and programmers? We’ll hear firsthand experiences from managers who’ve done it.
Moderator: Cameron Coats, Editor, Radio Ink Online
Bill Lynch, Broadcast Management Consultant, Placerville, CA
Jeffrey Ziesmann, CEO, Grant County Broadcasters, WNKN (The Oasis)/Cincinnati-Dayton
12:15-12:25 PM: Quu Presentation
12:25-1:40 PM: Lunch
1:45-2:20 PM: Get The Juice!
Good discovery is the key to a successful campaign. It’s the “juice”; the passion, inspiration, secrets, and stories that your client knows but hasn’t exposed or articulated to the audience yet. To get the juice, you don’t have to squeeze. You can coax, encourage, inspire. This will make your and your client’s job easier. In this seminar you’ll learn to use the unique questions of the Audience Needs Analysis to uncover the gems that will make creating commercials for your client easier and more effective.
Jeffrey Hedquist, Founder/ President, Hedquist Productions
2:20-3:10 PM: Debunking Seven Sales Management Myths
Why do sales organizations fall short? Often, the issue lies not with the sales team — but with how it is being led. Through their actions, many sales managers unknowingly undermine performance. In this session, iHeartMedia New York President Bernie Weiss will debunk seven sales management myths and show how thinking differently about them can transform your sales force and yield better results.
Bernie Weiss, President, iHeartMedia Multiplatform Group/ New York
3:10-3:30 PM: Break
3:30-4:20 PM: AI: Why You Need It In Your Sales Toolbox
Artificial Intelligence is changing the way we do business. But have you considered how AI can also help you drive more new business to your station? Prepare to be amazed at what you will learn when Kathy Eagle, President of Futuri’s TopLine, shares how to effectively use AI for everything from prospecting, outreach, and CNA prep, to proposal writing and spec spot generation. What you don’t know about AI can hurt your chances of generating bigger revenue in the months and years to come. And you don’t know what you don’t know!
Kathy Eagle, President, Futuri TopLine
4:20-4:30 PM: Closing Remarks and Observations
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