= Sales Improvement
“Working with sales teams, local business owners, collaborating with the community, and coaching managers was the most fulfilling aspect of my 40 years in radio sales. Today I offer support by publishing and sharing content on revenue management and sales improvement.” Alec Drake
Why Revenue Management ?
Revenue management is the collaboration of all sales and marketing entities working towards customer development and top-line growth. A thriving sales organization requires everyone to be open to new strategies, re-examine how they deliver value for customers, and be determined to grow revenues. Sellers and managers with a shared vision on a path of self-improvement lead to better chances for success.
Yield Management is embedded in revenue management to manage inventory and have a pricing mechanism for optimal revenue results. The balance between price and product sales remains a critical intersection of success and customer acquisition.
Sales Improvement Strategies
One of my goals for Drake Media Group is to help sales professionals by sharing content in my new initiative, The Radio Invigoration Project and my Sales Success Library.
The Radio Invigoration Project (T.R.I.P.)
By definition, to invigorate is to fill with energy, vitality, and refreshment. This new group I manage on LinkedIn highlights sales success stories, self-improvement topics, inspirational messaging, and curated content to benefit radio sellers. Everyone is re-energized by sharing stories of success, and the support offered when struggling in sales. Starting at a grassroots level and giving a voice to sellers across all markets is one idea behind this project.
The Sales Success Library, launched in September of 2021, is a collection of articles that promotes sales development and revenue growth. In our audio section, you can listen to podcasts with front-line managers and sellers as they give their insights for success. The library branch includes my articles published by Radio Ink Magazine.
Cumulus Media - Dallas
“I cannot begin to thank Alec Drake enough for his huge contributions to our organization over the last 15 years. He has been an incredible leader – especially through the COVID pandemic. Keeping Cumulus Dallas as the company’s top revenue market has always been our goal, and Alec pushed the limits every day to ensure we kept that position. Thank you, Alec, from our entire team.”
Dan Bennett, Regional Vice President for Cumulus Media in Dallas and Houston as reported in "Inside Radio" on August 17th, 2021
A Radio Wayne Awards Finalist in Radio Ink Magazine
“The talent and dedication represented by these Radio Wayne finalists are qualities in which the radio industry can take great pride. Every one of them demonstrates professional excellence and deserves our admiration and respect for making radio an important product mover that touches the lives and livelihoods of communities and businesses across the country,”
Deborah Parenti, Publisher of Radio Ink
Alec Drake was recognized in 2016, 2017, and 2018.
Maxagrid International Inc.
“Alec was always a tremendous asset to our business. From early 1987 as a Maxagrid client, joining us in 1995 as our VP of Sales and subsequently overseeing operations as our General Manager until 2002, we shared many successes for our Radio and TV clients worldwide.”
Jim Tiller was a Co-Founder and President of Maxagrid International Inc., a broadcast yield and revenue management consulting company from 1986-2006