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Radio Sales Reps: This Survey is For You

Jeff Caves
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Understanding what sales managers and account executives think is crucial for the success of radio sales. The 2023 Media Sales Report, conducted by The Center for Sales Strategy, is currently underway and aims to gather valuable insights from professionals like you. The company works with broadcast, print, and digital media companies to improve sales and culture.

The CEO, Matt Sunshine, worked at Susquehanna Radio as Group Sales Director for 13 years, so they are rooted in broadcast radio. And since we sell survey results all day, it’s our responsibility to give back our thoughts on our industry.

This survey delves into the landscape of media sales over the past year, examining the expectations of sales managers and the strategies employed by media salespeople across five key topics:

Sales Department (Structure, People, Compensation)

Learning and Development

Setting Appointments and Sales Process

Sales Enablement

Industry Outlook and Culture

Last year, 153 Account Executives and 139 Sales Managers participated in the survey. The average respondent had over 11 years of experience in media sales and represented a diverse range of market sizes. In 2022, the survey highlighted the differences and similarities between managers and salespeople within the industry. The question is: will the 2023 results mirror those of the previous year?

One of the key focus areas in the 2022 survey was recruiting new reps. Sales managers said that this was the most challenging aspect of their role, and many believed that the size of their sales teams needed to increase. Furthermore, getting appointments was often tricky, and learning and development remained a significant concern for both groups.

However, are the dynamics between managers and salespeople the same, or did they evolve in the last 12 months? We do work together, after all. In 2022, their perspectives on office work arrangements differed. Sales managers leaned towards a 50% work-at-home and 50% in-office model, while salespeople preferred remote work for 80% of their working hours. Will this gap narrow, or will it widen further?

Are salespeople now more inclined to refer others to work at their company? That was not very common in the previous year. Additionally, in 2022, salespeople and managers held varying levels of optimism regarding the future of the media sales business. Let’s hope for a positive shift in this regard, as a collective optimistic outlook can benefit the industry.

Now, you can be a part of the solution and contribute to improving the media sales business. By participating in the 2023 Media Sales Report, you can provide valuable insights and perspectives on these critical issues. It takes about ten minutes, and in return, you’ll better understand the issues that the industry considers essential. Go here.

Your contribution could significantly shape the future of media sales and create a better work environment for both sales managers and representatives. The 2023 Media Sales Report is a valuable initiative that allows you to make positive changes within the industry. Make sure to participate and make your voice heard. Let’s see if we can work towards a brighter future for media sales.

NASCAR on NBC Sees Slight Uptick Compared to 2022

BSM Staff
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The NASCAR Cup Series just concluded its 2023 season, and NBC saw slight gains in viewership throughout its portion of the schedule.

The season saw an average audience of 2.47 million viewers during races aired on NBC, USA Network, Peacock, and the NBC Sports app. In 2022, that number was 2.45 million.

In 16 of the final 20 races of the season, viewership eclipsed 2 million viewers, up from 15 races in 2022.

The biggest viewership total for NBC was the inaugural race on the Streets of Chicago. 4.79 million tuned in, making it the most-watched NASCAR race outside of the Daytona 500 in six years. The Chicago Street Race finished second to the Daytona 500 in viewership totals for the 2023 season.

The NASCAR Xfinity Series averaged more than 1 million viewers for the NBC portion of the schedule, which is the best mark since 2017 according to the network. In 2025, that series will move to The CW.

The top 10 NASCAR markets for the 2023 season included Charlotte, Greensboro, Greenville, Knoxville, Birmingham, Indianapolis, Dayton, Buffalo, Raleigh-Durham, Norfolk, and Richmond.

Kevin Harlan: I’d Like to Go Another 15 Years Before I Retire

BSM Staff
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Kevin Harlan has been a sports media fixture on the national stage for a long time. He doesn’t foresee that changing anytime soon.

While appearing with Mike Gill on the Announcers Schedule Podcast, Harlan shared that he still has a deep passion for calling play-by-play on both radio and television and won’t be ending that career for the foreseeable future.

“You know, Mike, first of all, no one recognizes me unless I ask a question or make an order at a restaurant,” joked Harlan. “But no one ever recognizes me, and I really can’t think of anything I’d rather do. I’m in my early 60s. I’d like to go another 15 years, perhaps.

“I’ve been incredibly fortunate in the business, but handling the NBA, and it continues to grow in popularity, but the people that watch are incredibly detail-oriented, as they are in the NFL. Staying up with these two sports is enough for me.”

Kevin Harlan is currently one of the busier play-by-play voices in America. He works as the radio voice of Monday Night Football and the Super Bowl for Westwood One, while also calling the NFL on CBS. Additionally, he is one of the play-by-play voices of the NBA on TNT, and also calls March Madness for CBS and TBS.

Stephen A. Smith: ‘I Won’t Retire Before I’m 70’

BSM Staff
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Stephen A. Smith recently turned 56 years old. However, that doesn’t mean he’s going to be stepping away from his prominent roles with ESPN anytime soon.

While responding to questions from listeners of his The Stephen A. Smith Show podcast, the longtime ESPN personality claimed he still has a long career ahead of him.

“You know you’ll miss me, right? You’ll miss me when I’m gone. Trust me,” said Smith. “I don’t plan on retiring for about the next 15-20 years. I think I’m gonna retire at the age 75 or so. I like working. I really, really do.”

Stephen A. Smith did reveal that while he enjoys working, there are aspects of his career that he has grown to dislike.

“I just don’t like being restricted while I’m working. I love owning my own business, I love being my own boss, I love creating content, I love acting now a little bit more. And I got other aspirations, but I’d say safe bet, the next 15 to 20 years. I won’t retire before I’m 70, but I probably won’t want to work past the age of 75.”

Smith’s acting credits include a recurring role on General Hospital and has also appeared in a pair of movies in recent years, Rumble and Creed III.

ESPN+ Up to 26 Million Subscribers

BSM Staff
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ESPN+ Up to 26 Million Subscribers

ESPN closed out the latest quarter with an uptick in subscribers to ESPN+, with the streaming service now growing to 26 million users.

A growth of 800,000 subscribers in the quarter led ESPN+ to eclipse 26 million subscribers. The streaming platform finished the same time period last year with 24.3 million subscribers. In comparison, the subscriber base for Disney+ grew by 7 million to 150.2 million.

Along with the subscriber growth, ESPN also noted the platform’s revenue has grown, too. Last month, the company increased the pricing of the package to $10.99 per month, up $1. The annual plan also increased by a total of $10 to $109.99 per year.

In total, ESPN’s revenue grew slightly, up to $3.8 billion, with operating income increasing 16% to $987 million.

During the company’s earnings call Wednesday, Disney CEO Bob Iger said he had “four strategic priorities” for ESPN, including “building ESPN for a digital future”.

Mike Mulligan: Jason Benetti Leaving White Sox Like a Couple You Never Thought Would Get Divorced

BSM Staff
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Mike Mulligan: Jason Benetti Leaving White Sox Like a Couple You Never Thought Would Get Divorced

Chicago White Sox TV voice Jason Benetti is leaving the franchise for the same role with the Detroit Tigers. 670 The Score hosts Mike Mulligan and David Haugh agree the move is a blow to White Sox fans.

The news broke during Mully & Haugh Thursday morning that Benetti was joining the Tigers after working for the Sox since the 2016 season.

“I think we expected a lot of change this offseason from the Chicago White Sox, but we did not think it would occur in the broadcast,” said Haugh. “I think this is a stunner.”

“It is a surprise because of all the things that you said earlier about growing up a Sox fan, fitting in the booth seamlessly, and then having the chemistry with Steve Stone,” Mulligan agreed. “You wonder what’s next. You have to wonder how Stoney feels about this.”

“No matter whose idea thus was or how this occurred — whether he had an offer and they told him to investigate it and they didn’t want to match — whatever it is, it is a bad look for the Chicago White Sox,” Mulligan continued.

He then wished Benetti well as he makes the move to the Motor City.

“I hope that he does well and I hope he enjoys his time in Detroit. I’ve spent a lot of time in Detroit. My wife is from Detroit. We go back every year and I love the Motown museum. I don’t know that I want to live there, frankly,” he admitted.

“I think that he’s probably very excited, otherwise he wouldn’t be making this move,” Haugh countered. “It’s happy for him, it’s positive for him and his career. What you try to do in reading between the lines here is…they make a point to say in the past, when there were career-changing opportunities, they allowed Jason to explore the opportunity. The White Sox, in their minds, have conceded a lot by letting him spread his wings and do college football and national broadcasts on Sundays. You do wonder about the overall toll that might have taken. If the relationship were great, it probably wouldn’t be at this point.”

Mike Mulligan called the entire situation “sad”, equating it to a couple you never would have guessed would file for divorce.

“I feel really sad that this couple broke up, and I don’t know who is responsible,” he concluded.

Townsquare Sees 5% Revenue Decline in 3rd Quarter

BNM Staff
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Townsquare Sees 5% Revenue Decline in 3rd Quarter

Townsquare Media reported a third-quarter revenue decline of 5% compared to the same time period in 2022. However, the company still hit its revenue goals for the quarter.

The company brought in $115.1 million in the three-month segment, with earnings falling 12% to $27.2 million compared to the $30.9 million it saw last year.

Its digital advertising property — Townsquare Ignite — saw a 5.5% gain to $39 million in revenue, while its subscription digital marketing branch was down 12.6% to $20.3 million.

“Our performance this year, and particularly the growth of our digital advertising segment, has reinforced our confidence in our Digital First Local Media Strategy, our deliberate focus on markets outside of the Top 50, and the long-term, profitable growth potential of our digital platform,” said CEO Bill Wilson in a press release.

Broadcast radio was the largest revenue driver, but also saw a decrease, dropping 8.6% to $54,2 million.

While seeing declines in some aspects, Townsquare garnered $39 million of cash flow through the first three quarters of 2023, which represents a growth of $7 million compared to 2022.

“We could not be more pleased to share that given our strong cash position, we were able to repurchase and retire approximately $14 million of our unsecured senior notes at a discount during the third quarter, bringing our year-to-date total bond repurchases to $27 million,” Wilson added.

Hugh Hewitt: We Did 9 Rehearsals Ahead of Wednesday’s Debate

BNM Staff
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Hugh Hewitt: We Did 9 Rehearsals Ahead of Wednesday’s Debate

Hugh Hewitt moderated the third 2024 Republican Presidential primary debate alongside NBC News anchors Kristen Welker and Lester Holt. He thought the debate went well, and there was a specific reason for that.

Hewitt appeared with colleague Mike Gallagher after the debate to discuss the event and said NBC News made sure the moderators were adequately prepared for everything.

“Do you remember what I told you last night? Nine rehearsals,” Hewitt told Gallagher. “And you’re a theater guy. Yep. And you know what? It turns out it makes a big difference.”

“So it helps you be prepared a little more?,” questioned Gallagher.

“We did a couple of rehearsals for the CNN debates eight years ago, but nine rehearsals with five stand-ins who knew and studied these candidates? Everything that was done was anticipated,” Hewitt admitted. “Not the particular answers, but some techniques that candidates use. I’m not going to call out anyone, people can do their own media analysis. But when you rehearse and rehearse and rehearse, it’s certainly easier.”

Gallagher then questioned if the moderators were prepared for candidate Vivek Ramaswamy to take a shot at the media, which Hugh Hewitt revealed was part of the preparation.

“She didn’t blink,” Hewitt said. “After 2015, 2016, we discussed it a lot, but I kept going back to it. The former President (Trump) had some fun with me…You’re not there to be the debate. You’re there to ask the questions and get the heck out of the way.”

Diamond Sports Group Expects to Continue Broadcasting Through 2024 MLB Season

BSM Staff
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After Major League Baseball told a bankruptcy court that it wanted a resolution on the status of local rights under contract with Bally Sports-branded regional sports networks under ownership of Diamond Sports Group, there seems to be more information on the forthcoming situation. Coinciding with the retirement of longtime television play-by-play voice Dick Bremer, the company’s contract with the Minnesota Twins on Bally Sports North has expired.

The company paid the team $54.8 million according to a court document filed by Diamond Sports Group, and there was no mention of a potential renewal. If the company does not reach a deal to renew play-by-play rights, it would mark the third Major League Baseball team whose regional broadcasting rights have been dropped in the last year.

Diamond Sports Group is in the midst of negotiating restructured contracts with its local teams. Earlier this week, it reached an agreement with the NBA that involves a reduction in rights payment in exchange for the rights to revert back to teams upon the end of the season. The move comes ahead of the expiration of the league’s media rights deal at the end of the 2024-25 regular season, which could precipitate exploring new ways to reimagine regional broadcast rights distribution.

As the company works through a recently extended exclusivity period that lasts until January 29, 2024 to file a restructuring plan to attempt to emerge from Ch. 11 bankruptcy rather than liquidate its business, it pointed to significant progress over the last 60 days with its debtors.

The filings revealed that under the transition plan it has deliberated, Diamond Sports Group will continue to operate and broadcast content through the conclusion of the 2023-24 NBA and NHL seasons, along with the 2024 MLB season. MLB filed a rejection to the motion to extend the exclusivity period, something Diamond asserts will not prejudice the league or its member clubs and should alleviate any concerns regarding the ongoing circumstances.

Diamond Sports Group also stated that it will either reject or otherwise agree to terminate telecast rights agreements by Dec. 31, 2023 if it is unable to reach a deal with MLB. The debtors have shared the identities of the clubs it will continue broadcasting next season, along with those who could potentially be rejected or terminated by the end of the year.

“These actions give MLB and its clubs the clarity they demand in their Objection concerning the future treatment of their telecast rights agreements and give them time to transition to another broadcast partner before the start of the 2025 MLB season,” Diamond Sports Group said in the filing. “These actions will also minimize the risk of disruption to fans as the Debtors expect to continue broadcasting through the 2024 MLB season.”

During the 2023 MLB regular season, Diamond Sports Group rejected the broadcasting contract of the San Diego Padres. As a result, MLB utilized its newly created local media department to effectuate the production and dissemination of game broadcasts. Moreover, the league paid the Padres at least 80% of the remuneration originally included in the contract with Diamond. Shortly thereafter, the Arizona Diamondbacks, who went on to win the National League championship, also lost their broadcast home with Bally Sports Arizona. In a similar manner, the league stepped in and provided local broadcasts that had multiple functionalities for fans, including a direct-to-consumer option.

Last week, the Twins emphasized that the club is exploring alternate broadcast options as the marketplace shifts and the future becomes more ambiguous. The absence of a television contract heading into next season, along with pushing the payroll in several years, has led to Twins general manager Derek Falvey stating that he expects the payroll to decline for next year’s team.

“The Movants have asked for clarity on the 2024 MLB season. Now they have it,” stated the Ad Hoc First Lien Group of Diamond Sports Group in a subsequent court filing. “As outlined in the Debtors’ Objection, the Debtors have already communicated to MLB which Clubs’ games they intend to continue broadcasting for the 2024 season and which other agreements may be rejected or terminated in advance of the 2024 season (absent agreed upon modifications).

“Pending approval of the various settlements and entry of the orders contemplated by the Cooperation Agreement, the Clubs can begin preparing for the upcoming season with an understanding of which Clubs the Debtors intend to broadcast games for and which Clubs may have to find alternatives.”

Jason Benetti Leaves White Sox to Join Detroit Tigers TV Booth

BSM Staff
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After eight seasons as the voice of the Chicago White Sox, Jason Benetti is making a move to call games for a different Major League Baseball Team. The Detroit Tigers have hired Benetti to serve as their new television play-by-play announcer on Bally Sports Detroit, inking a multi-year contract to join the team. The versatile play-by-play announcer, who also calls college football, college basketball and MLB games for FOX Sports, will work alongside the rest of the production team to help present an informative and compelling broadcast on a daily basis.

“I’m incredibly proud to join this historic and ascending Tigers franchise,” Benetti said in a statement. “From every single person I talked with throughout the interview process it was clear why so many respected professionals and creative people have joined the organization in the last several years. There’s something special about it, and I’m excited to bring that energy to Tigers fans around the globe.

“I’d also like to thank Chris Ilitch, Ryan Gustafson, Scott Harris, and everyone else I’ve met with in the last several weeks who have been so welcoming. Everyone I spent time with made it clear this was the right place for me. I was born and raised in the Midwest, and understand how important sports are, especially here in the Motor City.”

As part of the deal, Benetti will call a minimum of 127 Tigers games each season, allowing him to continue his national broadcasting responsibilities. When those scheduling conflicts occur, longtime radio play-by-play announcer Dan Dickerson will fill in on the television side, something he agreed to do pursuant to the deal.

“Jason is a world-class talent and today is another tremendous step forward for the Tigers as we continue to build a championship-level organization and experience for our fans,” Ryan Gustafson, executive vice president and chief operating officer of Ilitch Sports + Entertainment, said in a statement. “Beyond his talent, Jason’s story is inspirational and our shared commitment to excellence and innovation was apparent throughout our discussions. We are thrilled to welcome Jason to our family, joining an incredible group of broadcasters at the Tigers and Red Wings that create the on-air experience our fans deserve.”

“All of us at Bally Sports welcome Jason to Detroit, and we’re thrilled he’s joining our Tigers telecasts,” Greg Hammaren, senior vice president and general manager of Bally Sports Detroit, said in a statement. “Jason’s reputation as one of the best and brightest announcers across all of sports adds to our already strong production effort here in Detroit. His deep knowledge and love for baseball are traits shared by our incredible fans, and we’re looking forward to them getting to know Jason more starting in February when the Tigers take the field in Lakeland.”

The White Sox have released a statement regarding the hire, revealing that a search to join Steve Stone in the television booth will begin immediately. Len Kasper remains fully committed to the radio broadcasts for the 2024 season, a role he has held for the last three seasons.

“We want to thank Jason Benetti for all he has done for the Chicago White Sox throughout his tenure and for all he means to White Sox fans,” Brooks Boyer, chief revenue and marketing officer for the Chicago White Sox, said in a statement. “Not only is Jason one of the very best broadcasters across multiple sports, he is a born-and-raised White Sox fan who shared his passion for the team night in and night out. He represented the club in the community and engaged with fans, all while delivering one of the very best local broadcasts in Major League Baseball.”

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