• One in ten businesses expects a 30 minute turnaround on business email, and one in three businesses expect a response to email within two hours.
• Office of National Statistics data shows that slow response to email is generating losses up to GBP 7,345 billion per year.
• Three in ten workers suffer stress when encountering a very full inbox upon returning from meetings.
• 42% of all workers now say they need to be able to access and respond to emails when away from office during work hours.

Mr Smyth is currently Chairman of the Radio Advertising Bureau’s Board of Directors, he was named 2007 “Radio Executive of the Year” and “America’s Best Broadcaster” in 2005 by Radio Ink.

After serving as an Account Executive, Local Sales Manager, and General Sales Manager, Peter Smyth joined Greater Media in 1986 as General Manager of WMJX-FM in Boston. He was appointed Vice President/General Manager in 1987, Group Vice President of Radio and Chief Operating Officer in 1988, and President and Chief Operating Officer in 2000. In 2002, Mr. Smyth became Greater Media’s President and Chief Executive Officer.

Mr. Smyth was also General Sales Manager at WOR in New York until 1986 (when moving to Greater Media). He is a graduate of the College of the Holy Cross in Worcester, Massachusetts.

While that conclusion, drawn from a new survey by market-research firm Advertising Perceptions, can hardly come as a shock, it’s far from welcome news for a shaky media economy teetering into the second half.

Read the rest at Advertising Age: http://adage.com/mediaworks/article?article_id=128186

Myth #1: Prospecting is sales.

This is the number one mistake made by sales reps. Prospecting is a separate function from sales. Just as marketing is distinct from sales but closely linked. Prospecting is simply discarding all the unqualified leads and retaining the “gold”. The job of prospecting is to find qualified leads that may buy your product. Only after this process is complete, should the selling begin.

Myth #2: Prospecting is a numbers game.

The old school of prospecting for business relies on contacting large numbers of cold contacts. However, quality supersedes quantity. You must find prospects that have a propensity and possible motive to buy your product or services.

Myth #3: Scripts are for kids.

Many sales people insist on prospecting without any script. Scripting provides the framework of a successful prospecting campaign. It allows you to test what key benefits and qualifying questions work. The script must be personalized by the individual so the presentation does not sound “canned”.

Myth #4: Prospecting takes time.

Prospecting takes only a few minutes to determine if the lead wants your benefits and can afford your company’s product or service. Don’t waste time on people unmotivated or unable to buy. Remember to focus on the “gold”.

Myth #5: Close them on the appointment.

Far too many sales reps focus on setting the appointment. “Would Friday morning or afternoon, be better for you?” Next week only 20% of appointments show. What went wrong? Prospects will sometimes find it easier to agree to an appointment rather than saying they are not interested. If a prospect is remotely interested, then offer a much subtler approach…send them an information package. This allows you to build interest and turn the lead from warm to hot.

You can find more on prospecting and this article if you click here.

The package we chose with the RAB includes a rotating 190×190 banner on their home page at www.rab.com:

…as well as rotating 400×51 in their Radio Sales Today email newsletter:

With Radio Ink, we’re running a series of text based headlines ads that are sent to subscribers via email and also run at www.radioink.com. Here’s a screenshot:

…and here are the text headlines we’re running:

“Today We Closed a $42,000 Annual”

Sweet news from a market manager in Oshkosh. He closed another new piece of business (this one for $3500 a month) that his sales team didn’t even know existed. Learn How at www.salesimaging.com.

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