Posted: January 14, 2013
Colorado’s Most Powerful Salespeople: Andrea Rost
Senior sports account executivethe staff of ColoradoBiz
Andrea Rost, 50
Senior sports account executive,
850 KOA, Denver
WHAT SHE DOES: Rost designs creative marketing campaigns that air during KOA’s Colorado Rockies and Denver Broncos radio broadcasts, including promotional and cause marketing tie-ins related to sports and other integrated marketing campaigns.
SALES PRODUCTION: Rost has consistently been among KOA’s top revenue-generating account executives the past six years despite challenges with clients’ decreased budgets.
MAKING IT HAPPEN: "While staff, budgets, creativity and resources can be in short supply when it comes to a creative marketing campaign, this has never stopped Andrea," says Clear Channel’s Kate Landeis, who nominated Rost for the Most Powerful Salespeople distinction. "She is the first person to figure out how to make something work when logistically it seems impossible."
SALES TIP: "Never forget that it is easier to keep an old client than find a new one," Rost says. "Always treat your clients the way you would want to be treated, and treat their business as if it is your own. Put a deal together that you would want to buy, one that meets their needs, and then don’t be afraid to ask for the buy."
HANDING A NO: "I think there are always clients who want to buy my product," Rost says. "KOA is a very effective medium for advertisers and is very easy to sell, truthfully. If I get a ‘no,’ I ask why and try to uncover the real reason they said no. Maybe I haven’t relayed something well enough or answered their concerns effectively. However, if I get a firm no, I don’t spend a lot of time trying to change their mind. I find that it makes more sense to spend my time with interested buyers. There are a lot of people out there who need what I am selling."