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Are You Sales Material? Take the Sales Quiz

Sports radio needs consistent, motivated, driven people to make the engine run. That’s on the air and that’s making the sales.

Jeff Caves

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Quiz

Sports radio needs consistent, motivated, driven people to make the engine run. That’s on the air and that’s making the sales. However, not everyone in the industry doing sales is cut out for it. Are you? Take this quiz to see if you are qualified to hold your current sales job:

Are you passionate, motivated, and high performing, at goal and above consistently?

Do you develop and maintain deals with clients using all your platforms and, in every market, possible?

Do you sell your station’s social media to a high percentage of your clients?

When was the last time you included OTT or geo fencing in your digital presentation?

Have you sold one of your music stations in the last quarter?

Did you have a sponsor in a station community or sports event in the last quarter?

Are the top three ways your peers describe you as driven, resourceful, and a problem solver? 

Are you considered a champion of diverse cultures, or do you stick with like-minded people?       

Do you always understand your client’s goals, objectives, performance benchmarks, and systems of doing business? 

Do you understand all your client’s customer and market trends?

Do you customize your proposals to meet what the advertiser needs or take proposals off the shelf?

Are most of your presentations featuring digital, social, and over-the-air elements?

Do you have a recognizable negotiation and closing skill set?

Are you known as the person in the office who develops clients from cold calls to annuals and records it all in the CRM?

Is your knowledge of every station in the cluster above a “B”? Can you explain streaming, website, social advertising, and digital audience extension products to clients without help?

Do you do the following weekly: attend networking events, cold call, go door to door, and get client referrals?

Are you on time, submitting accurate orders, sales projections, and new clients list, and analyzing your competitors? 

Do you handle all your client’s billing issues on the same day? 

Do you read company research reports as they come out? 

Are you committed to your manager’s standard for the staff, or do you have your own?

If you didn’t say yes to all these questions, your company likely doesn’t want you working there. Because when your company goes looking to hire new salespeople, they expect them to have all of these qualities. And, when the ad is written to attract those candidates, it is very standard and generalized if they mention compensation.

It is no wonder the industry has such difficulty hiring new people. This type of job description scares most people away. Not often enough or in detail do companies say what THEY offer in support to get you where you need to be. Management support, sales support, presentation support, sales development assistance, digital education, CRM software, or paperwork assistance.

Interviewees should turn the table on the interviewer and start asking THEM questions. And I believe the industry offers support and tools but could do a better job selling it. I hope we start looking at how we recruit new sellers into the industry. There must be a better way. 

Barrett Blogs

BSM’s Black Friday SALE on BSM Summit Tickets is Underway!

Jason Barrett

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Each year I’m asked if there are ways to save money on tickets to the 2023 BSM Summit. I always answer yes but not everyone takes advantage of it. For those interested in doing so, here’s your shot.

For TODAY ONLY, individual tickets to the 2023 BSM Summit are reduced by $50.00. Two ticket and four ticket packages are also lowered at $50 per ticket. To secure your seat at a discounted price, just log on to BSMSummit.com. This sale ends tonight at 11:59pm ET.

If you’re flying to Los Angeles for the event, be sure to reserve your hotel room. Our hotel partner this year is the USC Hotel. It’s walking distance of our venue. Full details on hotel rooms can also be found via the conference website.

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BSM Podcast

Media Noise: What Does The Return of Bob Iger Mean to ESPN?

Demetri Ravanos

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Demetri Ravanos has questions about Disney going back to the future with Bob Iger. This entire episode of Media Noise is all about what the change at the top of the Walt Disney Company indicates about the future of ESPN.

ITunes: https://buff.ly/3PjJWpO

Spotify: https://buff.ly/3AVwa90

iHeart: https://buff.ly/3cbINCp

Google: https://buff.ly/3PbgHWx

Amazon: https://buff.ly/3cbIOpX

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Barrett Blogs

Mina Kimes, Bruce Gilbert, Mitch Rosen, and Stacey Kauffman Join the 2023 BSM Summit

“By the time we get to March, we should have somewhere between 40-60 participants involved in the conference.”

Jason Barrett

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The 2023 BSM Summit is returning to Los Angeles on March 21-22, 2023, live from the Founders Club at the Galen Center at the campus of the University of Southern California. Information on tickets and hotel rooms can be found at BSMSummit.com.

We’ve previously announced sixteen participants for our upcoming show, and I’m excited today to confirm the additions of four more more smart, successful professionals to be part of the event. Before I do that, I’d like to thank The Volume for signing on as our Badge sponsor, the Motor Racing Network for securing the gift bag sponsorship, and Bonneville International for coming on board as a Session sponsor. We do have some opportunities available but things are moving fast this year, so if you’re interested in being involved, email Stephanie Eads at Sales@BarrettSportsMedia.com.

Now let’s talk about a few of the speaker additions for the show.

First, I am thrilled to welcome ESPN’s Mina Kimes to the Summit for her first appearance. Mina and I had the pleasure recently of connecting on a podcast (go listen to it) and I’ve been a fan of her work for years. Her intellect, wit, football acumen, and likeability have served her well on television, podcasts, and in print. She’s excelled as an analyst on NFL Live and Rams preseason football games, as a former host of the ESPN Daily podcast, and her appearances on Around The Horn and previously on Highly Questionable and the Dan Le Batard Show were always entertaining. I’m looking forward to having Mina join FS1’s Joy Taylor and ESPN LA 710 PD Amanda Brown for an insightful conversation about the industry.

Next is another newcomer. I’m looking forward to having Audacy San Francisco and Sacramento Regional Vice President Stacey Kauffman in the building for our 2023 show. In addition to overseeing a number of music brands, Stacey also oversees a dominant news/talk outlet, and two sports radio brands. Among them are my former station 95.7 The Game in San Francisco, and ESPN 1320 in Sacramento. I’m looking forward to having her participate in our GM panel with Good Karma’s Sam Pines, iHeart’s Don Martin, and led by Bonneville’s Executive Vice President Scott Sutherland.

From there, it’s time to welcome back two of the sharpest sports radio minds in the business. Bruce Gilbert is the SVP of Sports for Westwood One and Cumulus Media. He’s seen and done it all on the local and national level and anytime he’s in the room to share his programming knowledge with attendees, everyone leaves the room smarter. I’m anticipating another great conversation on the state of sports radio, which FOX Sports Radio VP of programming Scott Shapiro will be a part of.

Another student of the game and one of the top programmers in the format today is 670 The Score in Chicago PD, Mitch Rosen. The former Mark Chernoff Award recipient and recently appointed VP of the BetQL Network juggles managing a top 3 market sports brand while being charged with moving an emerging sports betting network forward. Count on Mr. Rosen to offer his insights and opinions during another of our branding and programming discussions.

By the time we get to March, we should have somewhere between 40-60 participants involved in the conference. My focus now is on finalizing our business and digital sessions, research, tech and sports betting panels, securing our locations and sponsorships for the After Party and Kickoff Party, plus working out the details for a few high-profile executive appearances and a couple of surprises.

For those looking to attend and save a few dollars on tickets, we’ll be holding a special Black Friday Sale this Friday November 25th. Just log on to BSMSummit.com that day to save $50 on individual tickets. In addition, thanks to the generosity of voice talent extraordinaire Steve Kamer, we’ll be giving away 10 tickets leading up to the conference. Stay tuned for details on the giveaway in the months ahead.

Still to come is an announcement about our special ticket rate for college students looking to attend the show and learn. We also do an annual contest for college kids to attend the event for free which I’m hoping to have ready in the next few weeks. It’s also likely we’ll give away a few tickets to industry professionals leading up to Christmas, so keep an eye out.

If you work in the sports media industry and value making connections, celebrating those who create an impact, and learning about the business from folks who have experienced success, failure, and everything in between, the Summit is worth your time. I’m excited to have Mina, Bruce, Mitch and Stacey join us for the show, and look forward to spending a few days with the industry’s best and brightest this March! Hope to see you there.

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