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Look for lead generation as go-to local revenue tool. With digital marketing more metric-driven than ever, reaching the right listeners has become more important than reaching the most listeners for many marketers. And that’s driving radio into the lead generation business—with some good success. Case in point: Leveraging a ticket giveaway for its annual birthday party concert has allowed Federated Media country “B100” WBYT, South Bend, IN to build a new lead generation sponsorship package for clients. The free annual concert doesn’t take place until September, but the packages were sold out by February. The concert tickets are free but listeners have to register on the station’s website to win them. Once they do, they’re given a second chance to enter by taking a brief survey for the sponsor. A local dentist who bought the package generated 230 leads—people who indicated they’d like to be contacted about becoming new patients. That translated into 120 new patients and $60,000 in added revenue for the client. “As a radio rep selling air for so many years, it’s nice to give your client hard data and actual names, numbers and emails of our listeners who want to be connected with them,” Federated Media account exec Madeline Catanzarite said during a webinar presented by Presslaff Interactive Revenue last week. The station offers a similar text-to-win contest. Listeners who text the word of the week get a second chance to win by taking the survey in the bounce-back text from the station. Leads from the survey go directly to the client.“We’ve realized that lead gen is such a key component in all these campaigns,” Catanzarite said. “It keeps our clients coming back.”

Finance, medical, auto among Big 8 lead-gen categories. Online and mobile surveys conducted by radio stations for clients can bridge the gap between radio’s massive reach and the data-driven digital world, helping in lead generation campaigns. “It allows you to say, ‘Look at the information we got you from potential customers,’” says Presslaff Interactive Revenue founder Ruth Presslaff. Given this reach and research, radio is in a strong position to make lead gen tools part of its marketing arsenal. Listeners are more likely to participate in a survey that comes from their favorite station. Several local direct ad categories are prime targets for lead generation, according to Presslaff Interactive research. Among them: Home improvement, medical, auto, finance, insurance, travel, dining and retail. Making lead gen campaigns successful requires a focused sales department that buys into the concept, says Ruth Presslaff. Contests and surveys should be packaged together with the station’s promotional platforms to drive participation. Post-campaign follow-up is viewed as essential. “Deliver these results back to the client,” Presslaff suggests. “Review what you’ve learned with them and discuss the opportunities.” Although the surveys are intended to help clients, they can also produce valuable insights for the programming department. “Use the data,” Presslaff says. “You can target your audience with the things they’re most interested in.”

Did the FCC just make it easier to dodge research calls? When the FCC said last week that telephone companies can offer robocall-blockers to stop those obnoxious calls, did they also make it too easy to block more benign automated calls? Maybe not. The perceived fear was that Nielsen, for example, which uses auto-dialers, would have a tougher time getting through to households to simply ask them to participate in a radio or TV ratings survey. But because the Telephone Consumer Protection Act explicitly applies to blocking telemarketers, it would appear Nielsen and others--like, perhaps political polling groups--may be safe. On background, an FCC source said that Nielsen’s diary and meter placement calls

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don’t sound like telemarketing. But Nielsen did not respond to several calls from a real human being at Inside Radio, so it’s possible they have a different interpretation. In a package of declaratory rulings, the FCC said phone companies had no legal problems offering new blocking devices. Unwanted call complaints are the FCC’s biggest consumer headache--more than 215,000 consumers griped last year alone. Political researcher and FiveThirtyEight founder Nate Silver said earlier he feared a broad clampdown by the FCC would hurt the ability of political scientists and other researchers, like him, to do their work predicting voters’ preferences. Warren Kurtzman, president of Coleman Insights media research firm, was unsure on Friday how or if the FCC policy clarification affected researchers like him. But he noted that landline respondents are a decreasing portion of his company’s research anyway. Kurtzman wondered if consumers would actually pay for new blocking apparatus if it was offered. And he theorized that if they would pay for it, they “would have been very unlikely to participate in landline call-based research” in the first place.

Hot 97 ‘Who’s Next’ concert succeeds in hip-hop outreach. Emmis-New York’s “Hot 97” WQHT will host its Who’s Next Live showcase for emerging talent tonight and the rhythmic CHR station is serious about making sure the event lives up to its name, says morning host Ebro Darden. “This is an important platform for us to introduce new artists,” he says. “Hip-hop is a community type of music.” For nearly a decade, Hot 97 has been staging monthly Who’s Next Concerts at SOB’s, a downtown Manhattan club. Many well-known artists, including John Legend, Kanye West, Drake and Chris Brown, performed at Who’s Next concerts early in their careers. The club underwrites the performances and provides the equipment, helping to keep ticket prices in the reasonable $10-$20 range. Hot 97 promotes the events heavily on-air and on social media, posting exclusive video interviews with featured artists on its YouTube channel, which has 700,000 followers. Tonight’s show will include Baltimore native King Los, who has collaborated with hip-hop bigs such as P. Diddy and Rick Ross; New York’s Leikeli147, a mysterious female artist who performs in a mask; and former U.S. army soldier Tray Pizzy. A Hot 97 interview with King Los to plug the show will also be shared on the air, through social media and on YouTube. The station selects performers by combing social media for new talent, and through suggestions from its mixers and DJs. Ebro says these talented artists need exposure and experience performing. “We are always trying to find new ways to help new artists build their profile and then, because of their profile, they’ll graduate to regular radio airwaves,” he says. Concerts such as Who’s Next Live have also become an important source of off-air revenue for Emmis.

Townsquare sues Groupon for copyright infringement. Townsquare Media has filed suit against Groupon, alleging the e-commerce retailer ripped off Townsquare’s “Seize the Deal” trademark, which it uses for its own daily deals program across its 310 stations. The suit was filed in the U.S District Court in Dallas. The complaint alleges that last April, Groupon SVP for corporate development and strategy Jason Harinstein met with Townsquare about acquiring the broadcaster’s e-commerce business and obtained confidential information. When the deal didn’t happen, the suit says, Groupon began its own Seize the Deal campaign, then stopped after receiving a cease and desist warning. But again, on May 27, Groupon started another Seize the Deal promotion, leading to the suit. Groupon did not respond to a request for comment. A source familiar with the suit said the second Groupon effort “was blatant, like something you would expect from a company out of China that was trying to copy a concept” right down to copying similar imaging and phrases. An Inside Radio Google check on Friday easily located that May promotion; Townsquare says it was able to find 49 instances of its use by Groupon in its own Internet searches. The fact that it’s still there could become relevant. Though Townsquare doesn’t specify the damages it seeks, typically if a copyright infringement counts the days after warnings, courts add a per diem fine to whatever settlement may occur.

Road to Bell paved with big web intentions. A group of 20 radio stations, from Alaska to Virginia, will clear “Midnight in the Desert,” the new overnight show from former “Coast to Coast AM” host Art Bell that launches July 20. While this is only a fraction of Bell’s former clearances, his new show is intended primarily for an online radio audience. The late-night talk show host, who left broadcast radio for a short two-month stint at SiriusXM Radio, says the Internet is a better vehicle for

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distributing his new show, which will stream weeknights from 12 a.m.-3 a.m. ET. There will be fewer commercials and less structure, said the host. “We are not going to change our format to match up with commercial radio,” Bell said in an earlier posting on his website. He did, however, leave the door open to broadcasters, with 20 small- and medium-market stations taking him up on his offer to air the show. “If a station wants to carry the show as is, without any interruption of the content, they may just grab the Internet stream and replay it,” he said. Among the conditions for doing so—stations must carry the entire three-hour show, with no replays, archiving or online-streaming allowed. And the show will carry two 2-minute breaks at the :58 and 1:58 marks. Bell hosted the syndicated “Coast to Coast” show off and on from 1988-2010, retiring four times before doing his final show for Premiere Networks. He left SiriusXM in November 2013.

CBS Radio takes San Francisco’s ‘Pulse.’ In its second HD Radio side channel launch in two weeks, CBS-San Francisco has fired up “Pulse” on 99.7 HD2. Streamed at www.pulseradio.com and via the Radio.com app, the station targets the city’s LGBTQ community with a mix of dance, electronic and pop hits. Hosts from CHR “99.7 Now” KMVQ-FM are part of the Pulse package. KMVQ-FM morning show hosts Fernando and Greg and 2p-7pm personality St. John will also be heard on the new HD Radio station. “Pulse is all about celebrating pride and community through a love of music,” CBS Radio SVP of programming and music initiatives Michael Martin said in a statement. “We’re thrilled to make Pulse a destination for new and classic dance music, surrounded by the unique lifestyle and culture that only the LBGTQ community can offer.” The launch comes 10 days after modern rock sister “Live 105” KITS added an indie rock format to its digital portfolio. “Indie 105” launched on Live 105’s HD2 channel with indie music the station says appeals to Millennials and Gen Z’ers.

Bomb scare threatened Medved’s Friday remote broadcast. Salem Radio Network host Michael Medved had good reason to have a case of pre-show jitters as he was prepping for his live broadcast from Ralph Reed’s Faith and Freedom Coalition conference in Washington on Friday. The Omni Shoreham Hotel received a bomb threat and the main conference meeting room, including SRN’s broadcast booth, had to be evacuated. With Presidential candidates Ted Cruz, Marco Rubio, Jeb Bush, Bobby Jindal and Rick Santorum in attendance, security was already heightened for the event. A sweep of the room revealed no danger and Medved was able to begin his afternoon broadcast on time at 3pm.

Nielsen explores sale of film research unit. Nielsen is considering a sale of its National Research Group, which provides film tracking to movie studios, according to the online publication Deadline. The market research giant has hired banker Jordan Edmiston to shop the Los Angeles-based unit, which has provided market research to the film business for 37 years. Nielsen declined to comment other than to issue this statement to Deadline: “Though we do not comment publicly on business conversations, we continue to work closely with all of our clients to meet and exceed their business needs.” According to Deadline, NRG’s 50-60 employees were given 24 hours’ notice to attend a mandatory meeting Friday at 3:30 pm. At the very brief meeting, NRG EVP of U.S. media Cheryl Idell told employees they might read an article in Deadline about an NRG sale but that she couldn’t comment. VNU acquired NRG in 1997 for $44 million, before buying Nielsen Media Research and later integrating NRG into Nielsen.

Taylor Swift asks - Apple says yes. Less than 24 hours after chart-topping singer Taylor Swift criticized Apple for not paying royalties to artists during the three-month free-trial period for its new Apple Music service, the company announced on Twitter that the policy has been reversed. “Apple will always make sure that artist are paid,” tweeted Apple’s Eddy Cue on Sunday night in a series of three tweets. In an open letter to Apple over the weekend, Swift suggested that Apple, with its massive bank account, could and should assume responsibility for royalty payments. Swift quickly acknowledged the change. “I am elated and relieved,” she tweeted. “Thank you for your words of support today. They listened to us.” Swift had said earlier in the day that Apple’s refusal to pay royalties during the initial period meant she would hold back her latest album, “1989,” from availability on Apple Music.

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Great ideas and products featured in Must Read Monday come from innovative companies, sponsors and our greatest resource-our readers! If you have a successful product, an idea, or a innovative service to share, email: MRM@insideradio.com.

Modern Selling / BuzzBoard Answers the CallBy Rob Stearns Senior Director of National Sales, BuzzBoard and former Sales Manager at WSTR-FM ATL

“How will we ever get to our number? My spot load is down, the market is eroding, and our best reps have all bailed.” Sometimes I really hate Mondays…sure do miss the “good old days!”

Those days are long gone, replaced by a fragmented media market. The good news…radio still has terrific brand awareness, which enables your sales teams to offer up a full slate of broadcast AND digital solutions.

What if there were a sales tool that could tell you who to call on, what to say, and how to engage with the decision maker? Enter BuzzBoard, the easy to use, very intelligent solution.

BuzzBoard is a high octane sales tool that acts as a “digital drone,” ranking every business with its propensity to buy. Now your reps will soar above the crowd when engaging with both their customers and prospects.

Imagine how the overall quality of your team’s sales calls will increase when they’re equipped with this simple, yet powerful platform. Whether it’s a newbie or legacy seller, say goodbye to “cold call aversion” and hundreds of missed opportunities.

Andy Katz, Digital Sales Director for Lincoln Financial, said: “I love the confidence and power it gives my AE’s, especially my senior sellers who tend to shy away from picking up the phone and embracing digital.” Jeff Silberblatt from S/O2 Digital said: “BuzzBoard helps tell the story…..It’s a Digital MRI……I just closed a 6 figure deal…thanks to BuzzBoard!!!”

You, too, can have this tool in your arsenal, now.

Call Rob Stearns at 678-778-4941 Visit www.buzzboard.com/demo/ to schedule a demo today.

MUST READ MONDAY

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NATIONAL SALES MANAGER - ATLANTARare opportunity for a seasoned professional to work for our World class company in one of the country’s most desirable markets, Atlanta, GA. We’re looking for an exceptional National Sales Manager for the CBS Radio Cluster which includes one of the nation’s top National billing radio stations, WVEE. You must have a minimum of three years of national sales experience and a demonstrable track record of revenue and share growth with agency, direct and event sales to attain sales goals. The position requires problem solving skills, a track record of developing and enhancing relationships as well as the ability to proactively drive revenue. The ideal candidate is a strategic thinker who is able to clearly communicate the story of the stations and effectively package spots, Digital, NTR and events. Experience with News Talk and Sports format is ideal.

To apply, visit our career center at www.cbsradio.comCBS Radio is an equal opportunity employer.

RADIO ADVERTISING SALES - PORTLAND OR

Oregon’s 2014 Radio Station of the Year, News Talk 860 KPAM, and sister station Sunny 1550, are seeking Portland’s next great radio Account Executive. If you know how to build long-term relationships with small to mid-size business owners, care about bringing results to those businesses, and can do it without ratings, then KPAM and Sunny could be your next home. The successful candidate will be motivated with high integrity and a strong desire to win and make a good living. Experience in broadcast media sales is necessary. KPAM and Sunny are two locally-owned radio stations offering excellent benefits and above average compensation plans in an employee focused environment. We are an equal opportunity employer.

Please send resume to our GSM:radiosales@kpam.com

No phone calls please. E.O.E.

SENIOR VP OF SALES, ALBANY NY

iHeartMedia is seeking a dynamic sales and business development leader on the East Coast to take media and entertainment markets to the next level. The SVP Sales is responsible for revenue growth for iHeartMedia broadcast, digital, and live entertainment products. The ideal candidate will drive and manage the short and long term strategy, new business development and account service efforts via aggressive account development strategies and capabilities.

The successful candidate will focus on short and long term strategy, communicating and executing the vision, forecasting trends, capitalizing on new and future opportunities, new business and revenue growth including leading and developing a strong sales and sales management team.

Qualified candidates, CLICK HERE to apply.

iHeartMedia is an Equal Opportunity Employer.

SALES LEADER/MANAGER — ST. AUGUSTINESuccessful cluster looking for a creative, street-smart sales leader/manager to grow our brand new station in St. Augustine, Florida.Flagler Broadcasting’s 5 stations service Daytona - Jacksonville.

We want to know all about you! Send resume and letter to: David@Beach1055.com

Flagler Broadcasting, LLC is an Equal Opportunity Employer