My first blog...another step in my quest to be an effective, relevant, and timely resource to the industry that I have loved and worked for over the past 31 years.  I know there is little chance of anyone actually reading it at this early stage of development, but a journey of a thousand miles, etc.

To get off to a proper start, I should probably define the mission statement for this blog and for my company, Superior Sales Training. Simply stated, my mission is to provide radio managers and sales people with knowledge, skills, strategies, and tactics that make them more effective at generating revenues for their companies and at generating results for their advertising customers.

Take note of the two primary goals stated above. First, to help sales people become more effective at selling. No matter how committed you might be to helping your customers be more successful, you cannot help at all without first convincing them to say "yes".

Second, to help sales people become better at getting results for their customers. If you are great at selling but unable to generate the results your customers need, your career will consist of taking money under false pretenses until you run out of prospects who you haven't previously disappointed.

That is the unique difficulty faced by radio sales people. You have to be really good at those two things to be successful. So, my posts will primarily deal with selling and with generating consumer responses. I will not be able to resist occasionally addressing other concerns that I have with radio. I may even cross the line into controversy from time to time. But my overall intent is not to provoke, but rather to give aid and hope to the thousands of radio sales people who are struggling right now to succeed in a climate of a bad economy, dubious advertisers, and industry leaders who are trying to understand the role radio will play in the current and future media landscape.

No pressure. Wish me luck.