In today’s post, Paul Jacobs dusts off those old rate cards and motivational cassettes to provide some serious insight into the challenges facing traditional radio sales staffs in a rapidly growing digital environment. A recent article in Inside Radio notes that as digital revenue grows, the number of digital-specific sales reps is shrinking. That’s right – we’ve got the spot sellers who are expert in Arbitron, CPM’s, PPM, and they’re the ones calling on media buyers at a time when radio revenue is expected to be flat. In the...
