Resource Types: Article
Member Only Content
OPB On-Air Promo Copy
Sample copy for on-air underwriter testimonials.
Member Only Content
Objections From an Underwriting Prospect: No Longer an Obstacle to Sales
As in any other sales situation, objections are a common occurrence and public radio sellers will run into them again and again. Objections are simply resistance on the part of the prospect.
Member Only Content
Tools for Hiring an Sales Manager
When it comes time to hire an sales manager, put these tools to use to help ensure faster onboarding and a longer tenure for a higher-performing manager.
Member Only Content
Conducting the Second Interview of a Corporate Support Candidate
The purpose of the second interview is to confirm your judgments from the first interview. Take advantage of the second interview to inquire more deeply about the behaviors necessary for success.
Member Only Content
Conducting the First Interview of a Corporate Support Candidate
Find out how to approach the first in-person meeting with a prospective job candidate.
Member Only Content
How to Phone-Screen Corporate Support Candidates Before Interviewing
The goal of phone screening is to qualify a potential fit between a sales candidate and the station. This step will prevent you from spending time interviewing someone who's a bad fit.
Member Only Content
How to Solicit the Best Corporate Support Resumes
The candidates you have to choose from are only as good the pool of candidates you attract. Better applicants = better finalists
Member Only Content
How to Continuously Recruit Great Underwriting Salespeople
The best salespeople rarely find their next job through an ad. Someone who knows how well they perform typically recruits them, or they target companies where they would like to work. Recruiting on an ongoing basis puts you in the running to hire these top salespeople.
Member Only Content
Knowledge Is Power: E-Cig Updates, Elections and Advocacy
Three timely, credit-related issues that deserve attention.