• Contact Us
  • VIP Support
  • Client Login
Futuri Media
  • About Futuri
  • Solutions
    • Radio
      • POST
      • TopicPulse
      • TopLine
      • Tether
      • Prep+
      • Futuri Mobile
      • Futuri Streaming
      • Futuri Voice
      • TopicPulse SportsEdge
    • TV
      • POST
      • TopicPulse
      • TopLine
      • TopLine-Pivot
      • TopicPulse SportsEdge
    • Digital Publishing
      • POST
      • TopicPulse
      • TopicPulse SportsEdge
  • Jobs
  • News & Resources
  • Tell Me More
  • Menu Menu
  • Home
  • About Futuri
  • Solutions
    • Radio
      • POST
      • TopicPulse
      • TopLine
      • Tether
      • Prep+
      • Futuri Mobile
      • Futuri Streaming
      • Futuri Voice
      • TopicPulse SportsEdge
    • TV
      • POST
      • TopicPulse
      • TopLine
      • TopLine-Pivot
      • TopicPulse SportsEdge
    • Digital Publishing
      • POST
      • TopicPulse
      • TopicPulse SportsEdge
  • Jobs
  • News and Resources
  • Tell Me More

Tag Archive for: sales

Trends in Broadcast Revenue Growth

The 7 Trends You Need to Know About to Grow Your Revenue in 2021

January 13, 2021/in Sales Trends, Tech Trends/by Zena

Successful sales executives know that knowledge is power. We break down seven top trends emerging in broadcast sales, and how you can navigate them successfully. 

If 2020 taught us anything, it’s that lacking the willingness or ability to adapt is a recipe for failure. Nearly every business — and hey, almost every person! — underwent some type of massive change in the way they did things, from adjusting to your kids’ remote learning to securing revenue from clients you can’t pitch in person. Those that were most successful are the ones that genuinely thought differently about the way they do things.

The fact that success today requires a change of approach is especially true in broadcast sales. In addition to the massive shifts everyone has experienced in the way they work, brands have changed how they think about ad dollars’ budget allocation. While radio and television stations used to be able to rely on gross audience numbers to sell their reach, today brands understand that a targeted (smaller) audience of qualified buyers provides a more substantial return on their ad dollars compared to a larger audience of inefficient consumers. 

Having the tools and data to tell the unique story of your audience and their buying habits is key. With this type of information, you can maximize a brand’s advertising dollars and become an indispensable part of a brand’s team and win you a client for life.

How do we know? Well, that’s what we’ve been doing for years with TopLine, the sales intelligence system that pairs AI with expert human analysis to advance every stage of the sales process. We work with hundreds of broadcasters across America in markets large and small, and we helped deliver $130 million in advertising and sponsorship revenue for our partners in 2020. Already, we see 2021 off to a strong start.

In a recent episode of the podcast Innovation19 with Daniel Anstandig, Anstandig, our CEO, and Futuri SVP Tracy Gilliam discuss predictions and expectations they’re seeing emerge in broadcast sales.  They make recommendations to help you successfully capitalize on each trend in 2021. Read the high-level takeaways below, listen to the full (but short!) 19-minute episode to dig deeper, and consider how you can make the right changes to achieve revenue success in 2021 and beyond.

1. Advertisers are focusing on targeting, audience engagement, efficiency, and accountability for performance.

Relying solely on impressions to deliver a campaign doesn’t cut it anymore. Radio and TV are best-in-class mass-reach mediums. Still, with so many ways to reach a targeted audience, broadcasters must articulate the ways you can reach an audience that’s well-matched to a brand’s goals. That storytelling is vital for securing new revenue.

2. Agencies have to justify their ad purchases with results.

Increasingly, agencies are dealing with pressure to show justification for their media buying decisions. As the world gets more technical and analytical, buyers want to see how efficient broadcast advertising is in driving awareness or lead generation. Quickly delivering campaign summaries that show precisely how you produced results is crucial.

3. It’s harder than ever to get a prospective ad buyer’s attention. 

This has been a challenge since way before people started working remotely, which certainly hasn’t helped. And today, especially with agencies getting more and more protective with their clients, they don’t want media reps in their space. Arming your sellers with real insights into the buyer to cut through the massive clutter they’re hit with is how to move the mark. Simply pinging a buyer constantly without insights is a one-way ticket to the junk folder.

4. The pandemic is shifting and accelerating trends, and new trends mean new opportunities.

Shifts in the way we live and work are growing categories like home delivery services, bulk shopping, and financial services, and businesses that might not have traditionally bought media, like child care or senior services, need to get their message across to a growing audience. Staying educated about these shifts and getting out of your category comfort zone is imperative to growing your revenue. 

5. Multi-platform influencer campaigns with consistent messaging are essential.

Going back to the fact that gross impressions are no longer enough, endorsement campaigns need to go through every single channel advertisers are using — social, podcasts, video, you name it. Giving sellers the tools to tell the story of all your platforms and how they deliver value will get attention — and secure revenue.

6. Media brands are expecting more from their reps — and there are fewer reps.

It’s still true that good, resilient sales talent will stand the test of difficult economic times. That said, think of the changes in the ways consumers interact with advertisers, advertisers make purchase decisions, and broadcast brands sell to those advertisers. Standing out requires being a true partner to your clients who’s there to help them navigate change. Simply presenting yourself as a subject matter expert on their industry and providing them valuable information when you may not be pitching them means they’ll think of you first when they are spending.

7. Local is still a huge advantage, as long as your message is tailored to meet that community’s needs. 

Local buys are still where it’s at in terms of percentage of revenue for most media companies. Obviously, there’s more and more focus on national and regional opportunities these days. Still, local communities and networks are a colossal differentiation opportunity when it comes to targeting and understanding the unique local audience. Making sure you’re helping advertisers adapt their messaging and approach to meet consumers’ needs in your specific community is a significant advantage.

For more insights into 2021 trends and predictions for broadcast sales, listen to episode 6 of Innovation19 on your favorite podcast platform. And to learn about how TopLine can help you stay ahead of these trends and grow your revenue, reach out to us today.
iHeartRadio
Radio.com
Apple Podcasts
Spotify
Google Podcasts
YouTube

TuneIn

Pandora

https://futurimedia.com/wp-content/uploads/2021/01/7-TRENDS-TO-GROW-REVENUE.png 355 640 Zena https://futurimedia.com/wp-content/uploads/2020/04/futuri-logo-.png Zena2021-01-13 21:37:322021-01-25 18:55:09The 7 Trends You Need to Know About to Grow Your Revenue in 2021
webinar: keeping sales momentum during a crisis: what teams need to know

Free Webinar: Keeping Sales Momentum During a Crisis: What Teams Need to Know

March 16, 2020/in Events/by Lynn

Given the COVID-19 pandemic, getting in front of a decision-maker isn’t just difficult, it can be physically impossible. This 30-minute webinar, presented by Futuri Media’s Erin Callaghan and Jim Roberts, outlines must-know information for sales teams to effectively stay engaged with clients and prospects remotely, which verticals will see more spending in these unprecedented times, and what TopLine recommends to help you defend and grow your revenue share.

This webinar has already taken place. If you’re interested in accessing this content, please fill out the form below.



https://futurimedia.com/wp-content/uploads/2020/03/img_KEEPING_SALES_MOMENTUM_DURING_A_CRISIS.png 355 640 Lynn https://futurimedia.com/wp-content/uploads/2020/04/futuri-logo-.png Lynn2020-03-16 14:28:212020-06-29 13:43:34Free Webinar: Keeping Sales Momentum During a Crisis: What Teams Need to Know
webinar: keeping sales momentum during a crisis: what teams need to know

Webinar: Keeping Sales Momentum During a Crisis: What Teams Need to Know

March 14, 2020/in Events/by Zena

Given the COVID-19 pandemic, getting in front of a decision-maker isn’t just difficult, it can be physically impossible. This 30-minute webinar, presented by Futuri Media’s Erin Callaghan and Jim Roberts, outlines must-know information for sales teams to effectively stay engaged with clients and prospects remotely, which verticals will see more spending in these unprecedented times, and what TopLine recommends to help you defend and grow your revenue share.

https://futurimedia.com/wp-content/uploads/2020/03/img_KEEPING_SALES_MOMENTUM_DURING_A_CRISIS.png 355 640 Zena https://futurimedia.com/wp-content/uploads/2020/04/futuri-logo-.png Zena2020-03-14 10:33:022020-07-15 16:26:19Webinar: Keeping Sales Momentum During a Crisis: What Teams Need to Know

Never Lose a Deal Again: How to use TopLine Personality Prep AI to Negotiate More Effectively

November 7, 2019/in Events/by Zena

This free webinar features insights on how to use TopLine to up your negotiation skills.

In this tight, 30-minute webinar presented by Futuri National Account Manager Kathy Eagle and TopLine Partner Success Manager AJ Vaughan, you’ll learn more about the importance of understanding personality types in the negotiation process. Join this free webinar to learn how tools like TopLine Personality Prep AI can help you gain an advantage over the noise and disruption your competitors are creating and develop win-win scenarios to impact your bottom line.

This webinar has already taken place. If you’re interested in accessing this content, please fill out the form below.



0 0 Zena https://futurimedia.com/wp-content/uploads/2020/04/futuri-logo-.png Zena2019-11-07 11:47:442020-06-12 22:00:46Never Lose a Deal Again: How to use TopLine Personality Prep AI to Negotiate More Effectively
Free Webinar: 5 things you need to know to set yourself Up for Sales Success in 2020

Free Webinar: The Five Things You Need to Know to Set Yourself Up for Sales Success in 2020

September 23, 2019/in Events, Industry News/by Zena

On Thursday, October 3, spend 30 minutes getting valuable guidance on the 2020 sales landscape.

Free webinar.
The Five Things You Need to Know to Set Yourself Up for Sales Success in 2020
Thursday, October 3.
Sessions at 10.30a and 1.30p ET.

Many experts are predicting a recession and we know a wild political ride is ahead. This tight 30-minute webinar, presented by Futuri Media Engagement and Insights Specialist Jim Tarantine and TopLine Partner Success Manager AJ Vaughan, includes insights from Futuri’s team of analysts and forward-looking data from our TopLine sales intelligence system to help ensure that 2020 is prosperous for you.

Register for the Thursday, October 3, at 10.30a ET webinar.

Register for the Thursday, October 3, at 1.30p ET webinar.

https://futurimedia.com/wp-content/uploads/2019/09/free-webinar-blog.png 461 841 Zena https://futurimedia.com/wp-content/uploads/2020/04/futuri-logo-.png Zena2019-09-23 17:32:182020-05-24 13:42:37Free Webinar: The Five Things You Need to Know to Set Yourself Up for Sales Success in 2020
to close a deal tell a story

To Close a Deal, Tell a Story

July 15, 2019/in Tech Trends/by Zena

By using data and insights to frame a narrative, radio can boost their sales efforts.  

“Let me tell you a story.” That’s how some of the best conversations get started. When it comes to advertising sales, it is important to take prospective clients on a journey. You don’t want to just rattle off facts and figures, but rather show them why your station is the best partner to help them reach their goals. When it comes to sales, storytelling is a way to connect your on-air and digital channels’ ad opportunities with your client’s objectives.

So how do you deliver this kind of compelling pitch? The very best presentations are grounded in data and insights, and they weave that information together with visuals and text to create a strong narrative.

Say, for example, your client wants to reach young families. An effective presentation will set the scene for an advertiser about the moms and dads that listen in the car or stream your station on their smart speakers while considering their weekend plans or household purchases. Once you’ve painted a scene, then you share your data on audience delivery and brand engagement and how the advertiser relates. Smartly-designed one-sheets and decks will weave together data points and visuals to communicate your story.

This kind of presentation can help show your value. In today’s analytics-driven world, marketers are under pressure to deliver return on investment and they need to know they’re spending their money wisely. As more local businesses direct money to video, social, and mobile, they want hard evidence that spending ad dollars on radio and radio digital platforms is a smart bet. A custom, targeted sales storytelling presentation can help answer those questions. Business owners remember stories, not stats.

Our experience has taught us there are three essential ingredients to an effective presentation: data, insights and storytelling. Here is how Futuri Media’s custom sales tool, TopLine, pulls it all together:

Data: More than ever, local marketers want to see how your station can deliver and generate sales. Radio is known for its broad reach and ability to raise purchase intent. To prove it, we mine multiple data sources to pull the most relevant information to support your sales pitch. That might include first-party or third-party data, including demographics and psychographics on your audience and their customers. With our newest feature, TopLine-MapIt™, we can illustrate how your stations’ reach with audience aligns with an advertisers’ target.

Insights: Armed with qualitative and quantitative data, our team of analysts will compile information on how your stations can deliver for a client. Our team creates materials to demonstrate how your station’s reach matches up with an advertiser’s customers.

Creative: Futuri’s team of copywriters and designers will create rich, compelling station-branded decks and one-sheets to bring to your meetings. These custom research and sales presentations can be ordered right from the mobile app or website. Our experienced staffers write the text, insert graphics, compile charts and statistics, and craft positioning material. We can provide up to three positioning pieces per month. 

***

In today’s time-strapped, multitasking sales environment, radio sellers may be hard-pressed to develop sales narratives. That’s where having a partner in your corner can help. We’ve developed our TopLine tools to help on the backend. We supply vetted research and insights, and package that information into a visually-compelling presentations to share with clients.

Other companies can provide you with data, but then you’re on your own to interpret it for a client and design a presentation. That extra work can cost your station time and money. With TopLine, your sales team can deliver targeted and custom presentations that put a spotlight on your assets and how they’ll deliver for advertisers.  And when you show clients how you’ll help build their business, it could be the beginning of a beautiful relationship.

https://futurimedia.com/wp-content/uploads/2019/07/blog-dealandstory.png 461 841 Zena https://futurimedia.com/wp-content/uploads/2020/04/futuri-logo-.png Zena2019-07-15 11:30:402020-05-27 11:53:37To Close a Deal, Tell a Story
Request a Demo

Products

POST for Radio
POST for TV
POST for Digital Publishing
TopicPulse for Radio
TopicPulse ContentAdvantage for TV
TopicPulse ContentAdvantage for Digital Publishing
TopicPulse SportsEdge
TopLine
TopLine for TV
Prep+
Futuri Mobile
Futuri Voice
Tether

About

Overview
Leadership
Timeline
Clients
Awards

Main Pages

Home
About
Products
Jobs
News

Social

Facebook
Twitter
LinkedIn

Resources

VIP Support
Client Login
Contact Us
Terms & Conditions
Privacy Policy
DMCA

Sign up for our newsletter!

© 2022 Futuri Media

Futuri is the leading provider of cloud-based audience engagement software for the enterprise. Brands rely on Futuri to make their content more relevant, accessible, engaging, and results-driven. Founded in 2009, Futuri holds 12 published or pending patents in 151 countries. Named to the Inc. 5000 List of America’s Fastest-Growing Private Companies for seven consecutive years, Futuri is the only audience engagement platform that includes solutions for sales, marketing, and content teams.

Scroll to top

This website uses cookies. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. We also share information about your use of our site with our social media, advertising and analytics partners who may combine it with other information that you’ve provided to them or that they’ve collected from your use of their services. You consent to our cookies if you continue to use our website.

I Consent

Cookie and Privacy Settings



How we use cookies

We may request cookies to be set on your device. We use cookies to let us know when you visit our websites, how you interact with us, to enrich your user experience, and to customize your relationship with our website.

Click on the different category headings to find out more. You can also change some of your preferences. Note that blocking some types of cookies may impact your experience on our websites and the services we are able to offer.

Essential Website Cookies

These cookies are strictly necessary to provide you with services available through our website and to use some of its features.

Because these cookies are strictly necessary to deliver the website, refuseing them will have impact how our site functions. You always can block or delete cookies by changing your browser settings and force blocking all cookies on this website. But this will always prompt you to accept/refuse cookies when revisiting our site.

We fully respect if you want to refuse cookies but to avoid asking you again and again kindly allow us to store a cookie for that. You are free to opt out any time or opt in for other cookies to get a better experience. If you refuse cookies we will remove all set cookies in our domain.

We provide you with a list of stored cookies on your computer in our domain so you can check what we stored. Due to security reasons we are not able to show or modify cookies from other domains. You can check these in your browser security settings.

Google Analytics Cookies

These cookies collect information that is used either in aggregate form to help us understand how our website is being used or how effective our marketing campaigns are, or to help us customize our website and application for you in order to enhance your experience.

If you do not want that we track your visit to our site you can disable tracking in your browser here:

Other external services

We also use different external services like Google Webfonts, Google Maps, and external Video providers. Since these providers may collect personal data like your IP address we allow you to block them here. Please be aware that this might heavily reduce the functionality and appearance of our site. Changes will take effect once you reload the page.

Google Webfont Settings:

Google Map Settings:

Google reCaptcha Settings:

Vimeo and Youtube video embeds:

Privacy Policy

You can read about our cookies and privacy settings in detail on our Privacy Policy Page.

I Consent