When the largest radio budgets in the country are on the table, how do you prepare? It's an important question. This could be why so many major market sales managers don't out-perform their own market. Exceptional performance today requires more than just desire. You need an effective strategy. My sales management strategy has been put to the test under a full spectrum of circumstances in Chicago and Dallas on 6 different radio formats over a period of several years. The results: It literally doubled the revenue at every single station. It also set records for the highest rates, highest shares and highest power ratios along the way. It out-performed the market, shattered sales records and delivered over $50 million in unprecedented revenue growth. The key is to target the companies with the largest budgets. Those companies typically have a national footprint. This is a no brainer. Dave Dillon