Home Blog Page 1332

Sales Meeting: Media Salesperson Gold – Success Stories & Referrals

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

Hope everyone’s week is off to a great start. I want to talk about the equivalent to gold for salespeople in this week’s sales meeting. I cannot stress to you how important these two things are to your overall career. Generally, they are two things that work hand in hand, and they are success stories and referrals from clients.

I’m not going to spend a lot of time on writing about the challenges you face trying to differentiate yourself and your products from other people. These days not only are you responsible for selling what is different about your station(s) as far as overall demographics, but many are selling the exact same digital products and trying to win business with ‘your new amazing dashboard.’

The question is always, ‘how do you separate from your competitors?’ No, not the other stations, the other salespeople, that is who your competition is.

The best way to do it is by selling success. You worked with client x, they were looking to solve a problem, you created a campaign that addressed the problem, you increased their business. If when talking to new prospects you uncover a problem, and it’s one you’ve addressed for another company and had proven, documented success, the best way you’re going to sell that new customer is by using that success story.

What makes that even better is if you have the business owner from the successful campaign referring you because of your role in the success of the campaign. This can be done several ways, but the easiest way is to record an interview with that client and have them talk about working with you and the successful campaign. You can do it on your cell phone and then you have it for whenever you need it. It’s a referral that walks around with you and you can use whenever you need it.

Now, let’s stop and talk about what success is. You need to show that you helped that business grow revenue. You can also talk about all the other metrics such as how many people visited the website within a certain window after a commercial, how many clicks they received on a banner ad or what the open rate was on an e-blast. However, none of that matters if the revenue isn’t there.

You need success stories with real results that will resonate with a business owner and all they care about is more customers and more cash. If you are walking around telling people that because they got a .15 click through rate and they were three times the national average, you need to go back to digital training and learn another line. That one isn’t helping you sell anything. Real, measurable growth.

Now, think ahead to when you have 5, 10, 15, 20 success stories and referrals from clients saying that you and the campaign you came up with led to direct, measurable success for their business. Can you imagine how powerful that is to use and be able to talk about with your new prospects?

Now you are no longer saying you think this can be successful, you can show them results to prove it and have actual customers singing your praises. Some clients are willing to go an extra step and allow you to give prospective customers their phone number or email address so they can vouge for you if anyone ever needs additional reassurance.

Of course, you should always be asking your clients for referrals and don’t be afraid to mention some companies or people you are trying to get in with. It may make the client realize they know someone who can help. One way to get an idea of who they might know is to see who they are connected with on LinkedIn.

Overall, as mentioned several times in this space, the business needs to do a better job of promoting the business. When we have campaigns that a client is extremely happy with, we need to tell the world. If for some reason the client doesn’t grant you permission to use their name, tell the story anyway with what category the business is in, what the identified problem was, what was presented as the solution and any measurable results so long as an increase in customers or cash is one of them.

You have one of the hardest jobs out there, so when you succeed, don’t keep the success story to yourself. Stand on top of the mountain and tell the world.

US 99 Program Director Marci Braun is Connecting With Chicago

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

Marci Braun is Program Director for Audacy’s US99 Chicago. The Chicago native grew up listening to the station and the morning show, and “I wanted to be Trish Biondo. I didn’t know what a music director was; I just knew that Trish was it, so I had to find a way to do it.

Braun attended college at St. Norbert College near Green Bay, Wisconsin, and went to work at the college radio station, picking up an overnight shift during college. “Everybody else was out having fun. I was broadcasting to the cows.”

After graduation, Braun worked evenings, APD, and MD at WNCY, Green Bay. During that time, she heard about an opening at US99 and applied.

“Nobody goes from market 139 to 3. That’s just not possible. But Mike Peterson was the PD then, and he was looking for somebody local because he wasn’t. And I don’t know why, but bless his heart, he hired me.”

Some company restructuring during COVID-19 gave Braun an opportunity: “I had, I want to say, six program directors up until Covid. And then, in 2020, there was obviously some restructuring, and I moved into the PD role, and that’s that.”

Braun credits her staff as a main ingredient of the station’s success. “I’m incredibly lucky to have a great staff. I mean, honestly, just stellar people who know that grinding it out and working to win is what needs to be done, so I completely appreciate that.”

“I am the music director geek at heart, so that is my passion with the station, my first and foremost. But I think that we’ve been given wonderful tools and wonderful people to work with, so that’s pretty awesome.”

With all the analytics available, Braun still believes that programmer instincts and gut have a place in the equation. “I think the gut still wins, honestly. I do enjoy looking at streaming to make sure there’s something I’m not missing, but having research and checking that out to do the gut check is great.

“There’s still nothing like going to a show and seeing a crowd react where a song might not be testing so well, and then you look at the streams, and they’re insane. So, you feel that. I don’t think the feeling, gut, or heart have been taken out.

Imaging on US99 is always very much in tune with Chicago’s heartbeat. Staying on top of trends in a city with an attitude is a total team effort that is greatly assisted by having Chicagoans on the staff.

“I am incredibly lucky that I was born and raised in suburban Chicago, so I have my entire life’s knowledge of everything happening. Everyone on my staff, except for Austin, is from the Chicagoland area, born and raised, which is wonderful. I actually lean on my air staff sometimes for help writing imaging.”

An especially clever campaign was, “Tell me you’re from Chicago without telling me you’re from Chicago.”

“If there’s a campaign, like a ‘tell me you’re from Chicago without telling me you’re from Chicago,’ I say, alright guys, give me five things that you think about real quick. There is a lot of leaning on internal people with the air staff, which is incredibly helpful.

Braun sees the value of being in the community even in a market the size of Chicago.

“Right now, Scotty K has this amazing brainchild, and he came up with an apple and a gift for a teacher. He’s been going to a grocery store on Sunday night. He picks a teacher as a winner and says, ‘All right, I got 100 bucks to spend for you at the grocery store.’ What kind of stuff do you want?”

“Then, that Monday, he goes into the classroom and delivers it to the teacher in front of the students. So, it’s different ways of being out and visible, but I believe it is crucial.”

The “Melissa & Austin” morning show came to US99 separately, which meant building the show from scratch. “We had to build out a morning show together with us and try to figure out their path, voice, and all that stuff.”

Building a show and coaching talent, Braun focuses on the positive. “In terms of building that and coaching talent, I meet with them and Scotty (afternoon host) several times a week. I’m always popping in and stuff like that, but the air-check sessions are always positive and to the point. I’m very lucky to have very good talent that is very good at what they do.”

“So now it’s really the nitpicky stuff and the honing in, maybe finding a crutch here and there. But in terms of needing to help them plan out a show, they’re so damn good at their job, I don’t have to deal with that. So coaching talent for me right now is really about just going in, pulling air checks, and pointing out little things, and how we could have made this topic better and gotten to the meat quicker.”

“We’re very lucky to have Steve Reynolds and Mike Peterson be able to help with talent coaching. It’s just an extra added arm, an incredibly helpful tool that I have found very useful for US99.”

Braun sees video as an important component of Social Media strategy and as a way to break into the algorithm.

“Facebook is still incredibly important, even though everyone tends to lean towards Instagram, honestly, because I think Instagram is a little easier and more directly in the moment with stories. Between Austin and Scotty, they are social media geniuses and produce these really quick, eye-catching videos. We’ve noticed that with the algorithm, you’ve got to put up video. Still, pictures just don’t cut it anymore. That’s what is really going to get you in people’s algorithms to make sure that they see what’s going on at the station.”

Braun is the Regional Program Director for Audacy and oversees 102.9 The Wolf in Minneapolis, in addition to programming US99.

Listen to US99 here.       Follow her on Facebook and Instagram.

Dylan Douglas Helps Gen-Z Sort Through the Political Clutter on SiriusXM Progress

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

Getting young people involved in social media is easy but getting them involved in politics might be a little more difficult. SiriusXM host Dylan Douglas is hoping to share his passion of politics with his Gen-Z comrades. “God willing [Gen-Z has] 60, 70, 80% of our life left to live, so we have the most stake in the future than anyone else,” Douglas said.

Before Douglas, who is the son of actors Michael Douglas and Catherine Zeta-Jones, took the microphone, he tried to keep his life private. The side many haven’t seen, until now, is how outspoken and passionate he is on politics. “I didn’t choose politics. Politics chose me,” he said.

For Douglas, and other members of Generation Z, their first memorable major political exposure was President Donald Trump. “We talk about him a lot,” Douglas said. “He’s been the face of a certain brand of politics that I think for so many of us is regardless of what side of the spectrum you’re on, we grew up realizing that we were in fundamentally unprecedented, unpredictable times politically in this country, globally, before we even understood politics, before we even understood the policy.”

With this in mind Douglas, in his early teens, started “phone banking and volunteering” for a friend’s Mayoral campaign in Ardsley, New York. While at Brown University, Douglas became the deputy campaign manager for Will Cunningham in his New Jersey primary in 2020. “This was a very grassroots effort in South Jersey and COVID was happening. So, the walls are closing in and so we moved the whole campaign online. I was working as the volunteer outreach coordinator. Then [me and two other Brown students] just pretty much started taking on more responsibility, until we pretty much managed the campaign. We were deputy campaign managers.”

After this experience Douglas said his new show, “felt like a natural sort of step and such a great opportunity to speak not only on the issues but speak to people that have such experiences that outweigh what my knowledge is.”

Young American with Dylan Douglas airs at 11 a.m. ET on Saturdays. Douglas is looking to encourage young voters to get involved (from more than just their phone) and underscores key issues facing this election cycle. “I’m focusing each week on sort of things I myself know very little about,” he said. “So, it’s educational not just for the viewer or the listener, but for myself. I like to take on topics that I want to know more on, do my own research, and then of course, get guests that have the answers. So, it’s been really rewarding in that way.”

Each week Douglas breaks down a major political topic. “The world could be on fire and I’m not going be talking about it,” he said. “I’m going to be talking about some broader theme, current to this society, which I think is often overlooked.”

He designed the show this way because he wants his show to be more than just another place to hold soundbites. “Every single issue, it’s all little soundbites and everything’s breaking news now. So, it’s hard to sort of sit back and have a big picture and a global understanding of, why are we here, what the hell is going on, what got us here and where we may be going.”

Douglas later noted, “Listeners can get [soundbites] literally everywhere, but maybe have them think a little bit about broader ideas, maybe learn something from my wonderful guests. Then after the fact, ask their own questions if it’s on Instagram or Twitter, and I’d be happy to answer it.”

Although his show airs on the SiriusXM Progress channel Douglas noted, “I’m open to all the guests” across the political spectrum.

Douglas also mentioned how his generation is politically active but less engaged. “What I mean by that is we’re posting online, we’re doing everything, we’re posting and we’re sending to the go fund me, we’re reposting infographics but it’s all in the cloud. It’s all out there in cyberspace. It’s not tangible person to person work.”

Douglas is hoping to change this with his show by connecting with listeners and taking questions through social media. “Social media is information,” he said. “That is where people get information. And you can see that in the campaigns of both Kamala Harris and Donald Trump. [They] are actively sort of using social media, using influencers to court voters.”

The 2022 Brown graduate added, “The amount of people now that have the same sort of reach, the same sort of power as an American President did 150 years ago it’s very interesting. And there’s dangers in that, too, because people that may not know the facts, may not know the figures, want to spread disinformation, may have sinister intentions, prejudices, biases, can capitalize on that and spread a lot of junk around.”

As to why he feels his generation is so politically active online, “it’s hard to turn away from politics and us as a generation, we grew up in such a turbulent, unpredictable time that we all get kind of caught up in it.”

For those looking to follow in his footsteps, Douglas advises to follow your passion and “[If] you see something wrong in society. If you want to change it, that’s a passion. That’s a drive and that’s a wonderful thing. You can do that in any number of ways.”

He added, “In this world where it’s all screens, all computers in any sort of level, it’s hard to do person to person work. If it’s running a campaign or working on a campaign or running for president, or just focusing on any issue that you feel strongly about, if it’s on the national level, the state level in your local community, do it in a way that you can achieve your aims, but make real friends while doing it.”

MLB to Produce, Distribute Games for Guardians, Brewers, Twins in 2025; Rangers Leaving Diamond Sports Group

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

Major League Baseball announced today it will produce and distribute games for the Cleveland Guardians, Milwaukee Brewers and Minnesota Twins for the 2025 season. Additionally, MLB said the Texas Rangers will not be continuing its partnership with Diamond Sports Group and are still considering their local options for the season.

In a release, MLB gave details of the reach the teams had with their RSN versus the reach they will have the MLB’s direct-to-consumer streaming option showing a significant increase for Cleveland and Minnesota fans. Milwaukee fans previously had a streaming option through the team’s local media agreement.

MLB was already doing this for the Arizona Diamondbacks, Colorado Rockies and the San Diego Padres.

“With the media landscape continuing to evolve, Major League Baseball is committed to serving our fans by ensuring they can see their favorite clubs, removing blackouts where we can, and ultimately growing the reach of our games,” said Noah Garden, MLB Deputy Commissioner, Business and Media in the release. “We are proud to bring Guardians, Brewers and Twins games to their passionate fan bases with the same high-quality production that we have demonstrated in Arizona, Colorado and San Diego.”

“In addition to expanding reach, Major League Baseball is utilizing resources to provide fans with an outstanding production that features new technology, improved picture quality and better access to the game and players,” said Billy Chambers, MLB Executive Vice President, Local Media.

Audacy, Mike Missanelli Launch Lawsuits Against JAKIB Media

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

JAKIB Media made high-profile hires for its coverage of Philadelphia sports in 2022 and 2023. Now, some of those figures, like Mike Missanelli, and radio giant Audacy, are suing the company for missed payments.

Missanelli co-hosted the Eagles postgame show for JAKIB Media in 2022 and 2023. In a lawsuit, he claims the company and its founder Joseph Krause agreed to pay him $100,000 for the 2023 season, but wasn’t paid anywhere near that amount for the season.

“I gave him plenty of time to pay what he owed,” Missanelli said, according to the Philadelphia Inquirer. “Chasing him down was exhausting, which is why I finally decided to sue.”

The now 97.5 The Fanatic host filed his lawsuit in August after he contends he continually was promised payments by the company that never materialized.

Mike Missanelli isn’t the only entity JAKIB Media is accused of not paying. Audacy is now also suing the company for $440,000 in missed payments after it “failed to pay in full for paid programming agreements” on WPHT.

Those programs weren’t limited to just sports content. Some other programs focusing on legal advice, real estate investing, and medical care aired on sister station 1210 WPHT for a more than three-year period.

“JAKIB Media Partners will not stand down when facing a ‘shock-suit’ and will protect themselves and their clients at all costs, despite the pressure that comes with the public perception of a lawsuit,” Krause said.

FCC Chair Visits Asheville North Carolina Following Hurricane Helene

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

Seventeen radio stations in four Southeastern states remain offline due to Hurricane Helene’s aftermath as of Monday morning, October 7th, more than a week after the storm hit. FCC Chair Jessica Rosenworcel has returned from a visit to Asheville, NC, and said the area’s terrain has posed significant challenges for recovery efforts.

On Friday, during her visit to Asheville, Rosenworcel stopped by a local radio station and met with officials at the Buncombe County, NC, emergency operations center. She was also briefed by the FCC’s Public Safety and Homeland Security Bureau team, which was deployed to North Carolina to aid communications recovery efforts.

“The area where Helene left her mark was especially broad and includes mountainous communities like those in western North Carolina that do not regularly see these kinds of storms,” Rosenworcel said. “This terrain makes communication more challenging, with many wireless towers in areas that are high up and hard to reach, often because the roads to them have been blocked by debris and decimated by flooding.”

Commissioner Brendan Carr visited an Emergency Operations Center in Raleigh, NC, to meet with emergency management, public safety, and telecom providers coordinating the disaster response and communication restoration efforts following Hurricane Helene.

“The loss of life and destruction is heartbreaking, and there is a very long road ahead for so many families and communities. Ensuring the quick restoration of communications services remains a top priority for government agencies,” Carr said.

The FCC’s Public Safety and Homeland Security Bureau says it has been working with officials from other federal agencies and state emergency management workers across Florida, Georgia, North Carolina, South Carolina, Tennessee, and Virginia.

Keith Olbermann: Elon Musk Needs to Be Canceled and Deported for Hurricane Helene Disinformation

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

It is no secret that Keith Olbermann isn’t a fan of billionaire Elon Musk. But the former cable news host believes it’s time for Musk’s tenure in the United States to come to an end.

In a video promoting his Countdown with Keith Olbermann podcast, the host argued that the U.S. government should begin ending all of its contracts with companies owned by Musk after he was critical of the response by FEMA in areas like North Carolina that were damaged in the aftermath of the storm last month.

“It is now time to cancel all of Elon Musk’s government contracts,” said Olbermann. “Tesla, SpaceX, whatever other crap he’s selling us. He is now actively engaged in a post-hurricane effort to spread potentially fatal disinformation and misinformation about FEMA’s recovery efforts and the impact in the affected states. He is also now working in an in-kind donation, turning Twitter/X into a Trump advertising campaign.”

Keith Olbermann then doubled down on his opinion. He said that, in addition to the removal of all business relationships with companies owned by Elon Musk, President Joe Biden should intervene.

“It’s time to cancel all the contracts and reassess his immigration status, and hopefully deport him the hell out of the country. If we can’t do that by conventional means, President Biden, you have presidential immunity. Get Elon Musk the f out of our country and do it now.”

Elon Musk became a citizen of the United States in 2002, 10 years after he first moved to the nation.

‘JulianOnTheRadio’ Offers An Alternative To The Traditional Aircheck

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

Downsizing is a reality that almost everyone in the radio business has been directly or indirectly impacted by.

The initial shock is quickly followed by what now? What’s next, and how do I stand out in an ever-shrinking job market?

Country consultant Kenny Jay of Albright & O’Malley & Brenner advises the following:

  1. Schedule job searching/networking on a calendar just as you would with a job. Take breaks, and don’t let it consume you
  2. Put your professional contacts in an Excel doc, organized by time zone, so you can stretch out your networking opportunities depending on where you are. Talk to everyone. Sometimes, a tertiary connection can be the best lead on a new position or open up a connection you need
  3. Don’t give up if you don’t hear back from someone right away – politely follow up with content you’re working on or a new skill you are developing
  4. Find one new skill or activity you’ve always wanted to learn or accomplish and do it! Plant the garden, volunteer, run a marathon – now is the time, and it helps you keep a positive mindset
  5. Take a break from being unemployed. It’s the hardest thing to do, but the odds of you getting time like this during your professional years are rare. Be as present as you can for family because, in our industry, odds are good you’ve made them second for a long time

BONUS: Reach out to every consultant, no matter what format they specialize in. I work with a lot of people who oversee multiple stations or companies that are looking for talent. The amount of people who don’t connect with me because they think we only have Country stations or someone else only does Rhythmic can’t help is an opportunity I don’t want you to miss.

Julian Nieh, known as “JulianOnTheRadio,” has his own approach. He was most recently heard on afternoons at Star 101.5 Seattle until the format switched to Country this past April. In addition to tracking for stations nationwide, Julian’s professional stops include San Francisco, Phoenix, Chicago, and Washington, D.C.

Seeking a way to stand out in the crowded job market, Julian produced a video project called “I’ve Been There.”

“It’s basically a video short to provide a little bit more insight as to who I am and what I’ve done. Nothing too deep, but it gives people a vibe of my character along with a little bit of what I’ve been through,” Julian said.

While not created to replace the traditional aircheck, Julian says that providing that alone may not get you the attention you want.

“Personally, I think the standard aircheck is a thing of the past. Although the radio stuff is in there, I wanted to do and show more. It was made to transparently get a job, motivate others to keep going, and show that I’m empathetic to anyone who’s been through hard times. Because, “I’ve Been There.”

Julian knows the 13-minute video might be too long for potential employers to consume in one bite. “I totally get that everyone is busy with life and careers. So, timestamps are in the description specifically if you just want to check out one segment. Regardless, I’m honored and appreciative to anyone who just presses play.”

Check out JulianOnTheRadio’s “I’ve Been There” video here.

Reach out to Julian by email here.

Sports Media Reacts to the New York Jets Firing Head Coach Robert Saleh

0

Barrett Media produces over 20 stories per day on the music, news, and sports media industries. To make sure you’re updated on the latest happenings across the media business, sign up for our newsletters to get the news delivered straight to your inbox.

The big news in the NFL today was the New York Jets deciding to part ways with head coach Robert Saleh. Defensive coordinator Jeff Ulbrich will serve as the team’s interim head coach for the remainder of the season. The Jets are 2-3 on the season. Saleh was hired in 2021 and finished with a record of 20-36.

Many in sports media reacted to the news, starting in New York sports radio. On WFAN, Brandon Tierney said as he heard the news for the first time and guessed it was about the team acquiring wide receiver Davante Adams, “That is stunning. Now, that is the right move. I am stunned that Woody Johnson did this. For Woody Johnson to do this now, I am stunned, but it is absolutely the right move. Saleh is a good guy, he is an awful coach, and the Jets had to do this.”

Tierney’s partner Sal Licata added, “They should’ve been smart enough to realize he wasn’t the guy after last season.”

On ESPN New York, Bart Scott said, “I am surprised because I don’t know what this changes…Robert Saleh getting fired isn’t going to improve the offense. At the end of the day his forte is defense.”

Others weighed in via social media: