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Seller to Seller: Sales Meeting

I am writing to you this week from the BNM News Summit in Washington, D.C. For those of you who have attended the BSM Sports Summits in the past, the news summit operates in a similar fashion. The idea is to bring some of the best minds in the business together to share ideas, to inspire thought and to look down the road and see how we can all be more prepared for the future. Sharing ideas is what I want to focus on for this week’s sales meeting.

The thing that makes getting groups like this together so great is that we are all dealing with a lot of the same challenges. It is good to be around people who understand your struggles. Sure, you can talk to other people about certain business challenges such as hiring staff, but media people know media struggles and it’s just different when you are able to commiserate with a fellow media comrade.

Gathering in groups as ‘media’ versus one station or outlet allows the industry to help one another. And we should do more of it. As sellers, you should consider trying to get two groups of people you can visit with from time to time just to talk about ideas and what is happening in the business.

The first should be a group of local sellers in your market. I know some might think it is taboo to mingle with the competition, but the truth is there aren’t really any secrets in this business. Too many people have worked for multiple media companies in the same market for any secrets to be kept.

Plus, if I want to know what your radio station, for example, is doing I can just listen, go on the website or look through social media, it really isn’t a big deal.

I had one former media salesperson say to me not that long ago, he believes more reps should work together across companies. His example was a company that has a male 25-54 audience and is looking at your sports station. However, he is also a fit for rock but your cluster doesn’t have a rock station. You have a Hot AC and you are going to work hard to get them to change their mind and go with the Hot AC, but the issue is it isn’t going to work.

Now, as we all know, the industry looks bad.

So, the suggestion is to partner up with some people that have different formats and make a group that meets every now and again to discuss the business and what is happening. At the same time, this group works together to try and, hold the phone here, do what is best for the client!

Absurd thinking, I know.

The other group you should have is a group of reps from around the country who sell a similar format to you in a like sized market. If you work for a big corporation, this will be easy, you can just find people in similar market sizes and formats from your own company.

For those that are smaller, consider reaching out to reps in other cities who work for smaller, independent companies. Schedule a monthly or quarterly zoom together and talk about ideas that have worked, new categories they have gone after, promotions that have worked.

Anything to spark an idea is what you’re looking for. Success stories are great, too.

Say you are partnered up with someone in a market and they are doing a campai gn with an HVAC company that is a content segment called ‘Hot or Cold’ and it has sound effects and sounds big on the air. You can now take that and pitch it to companies in your market who now think you created an idea just for them.

Could be the same thing with ad copy. I think we all know our ad copy need to be better as an industry. Nothing like getting some samples thrown at you from peers who have ads that have really worked and sounded great. Again, something you as a salesperson can go out, do a CNA with a client and then bring them a killer ad. It’s really killer since you know it has tested well somewhere else.

A great place to start with this is always the Radio Advertising Bureau – there is a ton of information they have gathered and shared that is just sitting there for you to use. Click on their Sales Tools or Creative tabs and you can get lost all day in finding things that can help you.

As often as you will hear managers say media sales is like, “having your own business,” it is also not meant to be done alone. It can get rough out there and we can use a buddy to lean on at times.

Find those people not only in your office but outside of it as well. Let’s work together more and make sure we share all the success with one another.

Classic Rock DJ Debbi Calton Hones Her Creativity on Internet Radio

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A mainstay in the Philadelphia Classic Rock radio circuit before retiring in 2019, Debbi Calton has been enjoying her set up with a weekly show on Outside FM for a few years. After 37 years on the City of Brotherly Love’s airwaves, not to mention several before that in North Carolina, Florida, Denver, and Chicago, Calton is happy to have returned to her creative and music-obsessed roots with a free-format online show from her home in Hudson, New York.

Calton’s radio career began with a love of music and a series of behind-the-scenes roles on Guilford College’s radio station in the ‘70s. She studied English along with French in hopes of one day becoming a writer. While trying to carve out her place in a career, she briefly considered pivoting entirely to take up lucrative skills in welding before ultimately trying her hand at a broadcasting school.

“It was the music that drew me in,” she says of her attraction to radio. When it came time to get a job, Calton got her foot in doors by literally walking right up to them.

“I went around and knocked on doors,” she says, sharing how she showed up and offered to get coffee for folks, write copy, and do almost any odd job just to be in the environment and learn the ropes, which led to her first station role in 1976.

“The one rule was no Led Zeppelin, which I was kind of sad about because I really loved Led Zeppelin.” The small North Carolina station did what it could to set itself apart from the rock radio giants of the mid-’70s. 

Despite not having the confidence or desire to go on air at the time, she found herself doing the morning show within a couple of months and acting as Program Director within her first year. She learned how to go on sales calls, work basic equipment, and become a valuable asset to many facets of radio production – even recalling a time when she made an impromptu turntable adjustment with a piece of bubble gum and censoring Steely Dan expletives by physically turning the station off and back on in real-time.

When they brought in a male DJ who was paid double or even triple what she was making, Calton’s reality as a woman in a male-dominated industry became apparent. “It was very sexist, I felt.” 

She stuck it out through many frustrations as a woman in a rock radio world that sometimes felt like a boys’ club. “I fought against misogyny a lot along the way, and I was really proud of myself for making the noise,” she says of her early experiences.

Calton moved on to a number of different radio stations across the country spanning Orlando, Tampa, Denver, Chicago, and more. She recalls times when her persistent attitude had her pulling all-nighters and sleeping on production studio floors.

Ultimately, being let go from a stint at WMET in Chicago led her to Philadelphia, where some fellow colleagues had ended up over the years. She found herself seeking out jobs at rival rock stations WMMR and WYSP before ultimately landing at YSP in a promotions role.

After ten years at the Philadelphia rock station in a number of positions, including the midday on-air shift, she joined 102.9 WMGK just in time for their format shift to hits of the ‘70s and remained their midday host through a couple more format shifts, several Program Directors, and 27 years.

“A couple of times, it looked dicey, but I remained on my own terms until the very end when I decided I was going to retire,” she says.

“It was wonderful. They allowed me to do a whole final month. It was called 30 Days of Debbi. I got to play old airchecks from all the different phases in my career; I had tons of interviews and things like that. I’m so very grateful that I was able to go out on my own terms,” she recalls.

Looking back on her career, Calton is blown away by all of the changes in the industry she worked through, particularly where technology is concerned. “I came through from the most basic, the most rudimentary, and learned along the way.”

She also gives a nod to her husband, Chip Roberts, whose tenure as a skilled guitarist and musician gave her a new lens for listening to the music she’s played over the years. “He’s given me a way to talk about music that I never had thought about before. He taught me a way to listen to music that I had never thought about before. Chip has been very, very crucial in helping me approach things from a different angle throughout the years.” 

Finding ways to fill her time, post-commercial radio came rather naturally. A conversation with former colleague T Morgan led to her online show on Outside FM.

“The reason I took Outside FM on… mainly was because it was a full-circle thing,” she says. “I can play anything I want to. It’s a creative form again. It’s not a commercialized form where you’re trying to optimize listeners every hour. It’s not a formula. It’s totally a creative endeavor.” 

“I do theme shows. It’s really an intellectual exercise for me, too. I’m able to rely and also expand upon my musical knowledge and music that I not only had to play for many years, but the music I want to play,” she says of her current show. “It’s just so much fun… I love it. It’s exactly the kind of outlet I was hoping I would be able to find at the end of my commercial radio career.” 

Calton knows her early dreams of being a writer still found their place in her eventual end game. “Writing can be very integral to being on the air,” she says. “Your words are most effective if you know exactly what point you want to make. To write and to be efficient with your word usage, especially if you have a time restraint, is very important.”

Alongside her weekly show, Calton works with Hudson organization Perfect Ten, which helps girls between the ages of 8 and 18 achieve their goals and work towards an independent future during after-school hours. She notes that many of her radio-specific skills have proven useful in this role for communicating with the group and public speaking.

“I’ve had to sort of navigate different waters. However, I have been able to use a lot of skills and things that I’ve learned in my career. Everything that I’ve learned, even down to the technical skills, I’ve been able to apply in my life after radio.” 

“I am now on the other side,” she says on the heels of recounting winning concert tickets recently as a caller into New York station Radio Woodstock. “I still listen to the radio all the time. The stations that I’m always looking for are ones where they’re speaking to you, where you’ve got that one-on-one communication. It’s certainly about the music still for me… but it’s also about how the people on the air communicate with their audience.”

Calton often finds herself scanning for quirky stations while traveling and on road trips. “I just keep tuning that radio all the time to find the unusual, to find who is not playing by the cookie-cutter rules. They’re still out there.” 

Despite the hefty competition radio faces as a media format and her retirement from the commercial side of things, Calton still finds herself drawn to its power and capabilities.

“To me, there’s still something really magic about radio… Radio can still be a very powerful messenger.”

Wayne Cabot Relished the Opportunity to Be Final Voice on WCBS 880

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Longtime WCBS 880 morning anchor Wayne Cabot used to have his alarm set for 2:30 AM. Now? The alarm remains unset after Audacy New York shuttered the venerable news station in a deal with crosstown rival Good Karma Brands that sees ESPN New York now airing on the signal.

On midnight, August 26th, WCBS signed off for the final time, and Cabot — who had been at the station since 1988 — was the last voice heard on the station as it made its last gasp before giving way to the sports talk station.

During his nearly 15-minute farewell, Cabot paid tribute to the many famous names that came before him on the WCBS 880 airwaves. He also gave credit to the hundreds of behind-the-scenes producers, directors, and news writers who helped make the station a staple in the Big Apple.

It would be easy to think that being tasked with being the final voice heard on a heritage signal would be an overwhelming, intimidating, and monumental task. But Wayne Cabot nearly took the exact opposite approach.

“On the day that they made the announcement, Ben Mevorach, the boss, said that he’d like me to be the last voice, that it would be only fitting and proper,” said Cabot. “And I thought that was tremendously flattering and an honor. And then I kind of forgot about it, to tell you the truth, because then we were focused on this three-hour send-off and various things to close it out.

“It wasn’t until a couple of days before, right before the Thursday sign-off, show that Chris Oliviero, the big boss, said, ‘Hey, we’re really happy you’re doing the Sunday midnight sign-off.’ And I was like, ‘Oh, I forgot about that.'”

Wayne Cabot added that he was given free rein to send the station into the ether however he’d like, whether it was 60 minutes or 60 seconds. Additionally, he was told he could come to the Audacy New York studios on the final evening or record something ahead of time.

He chose the latter.

“I decided the smart thing would be to record it, because I didn’t think I’d be able to get through it live,” he admitted. “And in fact, when I put it down on tape the first time, I had a difficult time at the end. I got a little bit choked up. But I didn’t want to end it with me being all weepy and dramatic, so I made sure I got it right.”

Cabot added that, in his view, a heartfelt, off-the-cuff approach was a more fitting tribute than a pre-scripted eulogy for the brand.

“I really wasn’t sure how to frame it, what to say, what not to say, so I decided to just vamp onto my software and hear how it came out and not write anything,” he shared. “So I did that, and then cleaned it up a little bit and tried to speak from the heart.”

The original version of the sign-off lasted a half hour, before it was shortened to the final 15 minutes of WCBS 880’s existence. He said the fact that he was forced to shorten it was the right decision, but by doing so meant he left some people that deserved to be mentioned. “That pained me,” he stated.

In the station’s waning moments, Wayne Cabot relayed a story that WCBS 880 was the radio station that got him interested in a radio career. He shared that Christmas gift from his father — a clock radio that beamed the time on the ceiling — made him fall in love with the station and the medium, ultimately leading him to a nearly 40-year career at the station.

Many observers on social media shared that Cabot’s comments were incredibly poignant and were, frankly, a radio masterclass.

“A lot of people connected with that,” he shared.

Cabot freely admitted that the entire situation was a bittersweet one, but the sweet, in his view, outweighed the bitter. “The outpouring has been way beyond what I imagined. If I imagined X, this has been times 100, easily,” he shared, noting that he’s heard positive messages via social media, phone calls, message boards, and even through the “snail mail.”

Obviously, Wayne Cabot has plenty of time to decide what he wants to do next. After the station’s demise, he has time to be selective with his next professional endeavors, noting that he’ll only continue to work as long as the opportunity interests and excites him.

For many, Wayne Cabot was a friend every morning, a trusted voice bringing New Yorkers, and the surrounding area, the news and information they needed most. For others, he’ll be remembered for his legendary sign-off of the venerable brand.

And, despite his admitted almost laissez-faire approach to the station’s sign-off, he’s happy, overall, with how it turned out.

“It really was appropriate. And it just kind of came together, I think. Don’t give me too much credit. I think there was a lot of a lot of magic in the air that just put that together and made it sound as satisfying and fulfilling as it did to a lot of people,” Cabot concluded.

Brian Stelter Returns to CNN to Helm Reliable Sources Newsletter

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It’s a homecoming for Brian Stelter. The former CNN media reporter is rejoining the network to author its Reliable Sources newsletter, the company revealed Monday evening.

Stelter founded the newsletter in 2015 and authored it until his high-profile exit from the company in 2022. He was one of the first casualties of the Chris Licht era, as the former CNN CEO was under the direction of Warner Bros. Discovery CEO David Zaslav to return to the network to its strictly newsgathering, politically centrist roots.

“This is not going to be a Back to the Future remake,” Stelter said in his first newsletter back with the organization. “The media industry has matured, CNN has evolved, and I have changed a lot since I signed off two years ago. I loved my old life as the anchor of a Sunday morning show but, to borrow some lingo from my video game blogger days, I finished that level of the game. Time for new levels, new challenges.

“I’m returning to CNN in a brand new role as Chief Media Analyst, which means I’ll be appearing on air, developing digital content, and helming this newsletter. It will be different, because I am different,” Stelter concluded.

Brian Stelter steps into the shoes vacated by Oliver Darcy, who left CNN last month to launch his own digital media company, Status.

Talkradio WTAR 96.5/850 to Debut in Norfolk

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Sinclair Communications is set to launch Talkradio WTAR 96.5/850 in Norfolk, replacing the previous “The Coast” AAA format.

The station joins 790 WNIS in the company’s news/talk portfolio.

“WTAR 96.5/850 is designed to be the perfect complement to our heritage News/Talk station, 790 WNIS, offering a diverse lineup of engaging shows that cater to a wide range of interests,” a statement from the company reads. “Whether you’re looking for the latest in local, regional, or national news, or seeking smart and entertaining political commentary, WTAR has something for everyone.”

WTAR will feature a mostly syndicated lineup, with shows from Premiere Networks, Red Apple Audio Networks, Westwood One, and Compass Media Networks all airing on the station. The station will also have a local morning show helmed by Kerry Dougherty and Mike Imprevento, who host from 9-10 AM on WNIS.

Weekday Lineup
1-5 AM: Other Side Of Midnight with Frank Morano
5-6 AM: America’s First News
6-9 AM: Kerry Dougherty & Mike Imprevento
9 AM-12 PM: Glenn Beck
12-3 PM: Dan Bongino
3-6 PM: Guy Benson
6-9 PM: Jesse Kelly
9-11 PM: Michael Berry
11 PM-1:00 AM: Our American Stories

Marc Hochman: Not Being Included in Dan Le Batard’s 20 Year Anniversary Show, ‘Very Hurtful’

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Marc Hochman of WQAM, who spent many years working on The Dan Le Batard Show, posted on his X account expressing his disappointment in not being included in the 20th Anniversary Show. Hochman said he was under the understanding Dan Le Batard had told his staff no to include Hochman.

“Unfortunately, I was told that Dan forbade anyone from reaching out to me to participate in The Dan Le Batard Show 20th anniversary celebration,” Hochman wrote. “Very hurtful [to be honest]. I busted my ass for almost a decade to make sure I was doing my part in turning Dan’s vision into radio reality. Was not easy in those early years to try & take down WQAM- because they were unbeatable. (Until we beat them!)

“And it certainly wasn’t easy to implement a style of radio that Dan wanted to do when we faced roadblocks every step of the way— but we did it!”

While clearly disappointed, Hochman had plenty of very positive things to say about his time working on the show.

“Anyway, I loved my time on the show & would have loved to have reminisced with the fellas about those times. That era will go down as some of the best years in Miami radio history, [in my opinion]. Strange thing is I’m friends still with all the early cast members, except Dan. And he and I never had a fight, a ‘break up’ or anything… (We argued plenty during my final year on the show. After a particularly vicious argument, he told me I wouldn’t be a part of the show for much longer and that I should accept another position if it got offered to me… so I did.) It worked out well for all of us, so it turned out perfectly in my opinion.”

The show debuted on 790 The Ticket with Le Batard and co-host Jon ‘Stugotz’ Weiner.

“Anyway, would’ve loved to celebrate this monumental radio achievement with the listeners, but it wasn’t meant to be!” Hochman continued. “Regardless, I wish them all a happy 20th anniversary and more importantly I salute the early listeners, who rallied around the show so ferociously, that it allowed us to create some incredibly memorable radio for South Florida. Without the early, passionate listeners the show never would’ve lasted. They are the real heroes in the 20-year success story of The Le Batard Show!”

McConnell ‘Large’ Adams Named PD At Alice 107.7 & B98.5 Little Rock

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Cumulus Media has appointed McConnell “Large” Adams as Program Director for Little Rock stations Top 40 KLAL-FM (Alice 107.7) and AC KURB (B98.5)

A native of Greenville, Mississippi, Adams brings over 35 years of radio experience in markets across the South, Midwest, and West to his new role at Cumulus Little Rock.

Adams most recently served as Operations Manager for Delta Radio’s five-station cluster in Greenville, MS, where he also hosted mornings on Top 40 WIQQ-FM (Q102). Prior to that, he was Director of Content for Townsquare Media in Lansing, MI, and hosted mornings on Top 40 WJIM-FM (97.5 Now FM).


Keith Liesmann, Regional VP and Market Manager of Cumulus Little Rock said: “McConnell’s years of experience include several successful stints as a Program Director, Talent Coach, and On-Air Talent. I’m excited for him to leverage that experience and his passion for radio as the leader of these two important Central Arkansas stations.” 

Adams added, “God keeps on blessing me, and I’m blessed to make my new home here in Little Rock and to work with the Cumulus Little Rock team and these much-loved local stations. I can’t wait to get to a Razorbacks game!”

77 WABC Adds The Roger Stone Show for Syndication Through Red Apple Audio Networks

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Red Apple Audio Networks has announced it has launched The Roger Stone Show to national syndication, including at 77 WABC.

Stone, a noted political and campaign strategist to several Republican Presidents, hosts a weekend show at the New York news/talk station

“John has done a great job bringing in big names from politics, business, and entertainment and put them on WABC Radio and the Red Apple Audio Networks,” said Stone. “I’m looking forward to enjoying being on the radio, sharing my perceptions about what’s going on in Washington and the world, and connecting with listeners across America.”

“Several U.S. presidents have relied on Roger’s common-sense judgement and advice,” said Red Apple Media Owner and CEO John Catsimatidis. “His insightful commentary on the political landscape and what’s ahead for America will be of tremendous value to our listeners in New York, around the country, and around the world.”

The 3-5 PM hours — which focuses on national and foreign politics — will be available for syndication. The final hour of the show will continue to air exclusively on 77 WABC.

The program debuted in June last year.

B105 Cincinatti Shifts Drive Times

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Hubbard’s Country WUBE (B105)/Cincinnati is shifting drive times.

Afternoon hosts Jesse Tack and Anna Marie are moving to mornings, with ‘Big Dave’ Chandler and Jason ‘Stattman’ Statt moving from mornings to afternoons.

Tack has been with WUBE since 2008, co-hosting afternoons for the past decade, and was promoted to Assistant Program Director in January 2022. In August 2022, Anna Marie became Tack’s co-host following six years as the morning host at Cumulus Media’s WMDH (102.5 Nash-FM)/Muncie, IN.

Spatt joined WUBE in 1999 and has been with the station his entire career. Chandler joined WUBE in 2005, initially hosting the night shift before taking over the afternoon slot from 2008 to 2014 when Tack transitioned to the morning show. Other career stops include the former Country WYGY (96.5)/ Cincinnati and WKDF/Nashville.

As a result of the moves, Ashley Dawn has left the station. She can be reached here.

SiriusXM Outlines NFL Coverage, Reveals Additions to SiriusXM NFL Radio

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SiriusXM has revealed its coverage plans for the upcoming National Football League season, which will include broadcasts of every game spanning from the Thursday night kickoff contest through Super Bowl LIX in New Orleans, La. Subscribers will be able to tune in to the Kansas City Chiefs or Baltimore Ravens broadcasts in their cars and on the SiriusXM app, along with the national radio broadcast from Westwood One and Spanish-language broadcast. The SiriusXM app brings listeners 32 NFL team channels that carry the official radio broadcast for each team throughout the season. SiriusXM is the exclusive third-party audio provider of live play-by-play for all NFL games across North America during the season.

SiriusXM subscribers are also able to listen to sports talk programming surrounding the action containing insights, analysis and expertise. Joining the SiriusXM NFL Radio lineup this year are several former NFL players, including quarterback Brian Hoyer, cornerback Logan Ryan and offensive lineman Justin Pugh. Manti Te’o, a former linebacker who joined NFL Network, is adding the station to his list of responsibilities as well. The radio team includes a large roster of NFL veterans, including Derrick Brooks, Mike Tannebaum, Max Starks, Tim Brown and Bill Polian among others. NFL insiders and broadcasters who are part of the roster consists of professionals such as Howard Balzer, Vic Carucci, Jade McCarthy, Bob Papa and Amber Theoharis.

Miami Dolphins running back Alec Ingold and former NFL tight end Colin Thompson return to the platform to host The Players’ Point, granting listeners an inside look at their perspectives of action around the league. Radio listeners will also be able to hear a weekly replay of the Let’s Go! podcast featuring former New England Patriots head coach Bill Belichick and Las Vegas Raiders defensive end Maxx Crosby joining Jim Gray. Tom Brady and Larry Fitzgerald have departed the program as co-hosts; however, Brady will be making guest appearances on the show during the season.

When the games are underway on Sunday afternoons, the SiriusXM NFL Sunday Drive will provide listeners with an outlet to hear what is taking place within multiple live game broadcasts. Steve Torre and Bill Lekas host the program, which also includes live analysis and one-on-one postgame interviews with the stars of the day.