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Four Tips to Generate Sales Leads

Jeff Caves
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One of the most challenging things to do in our business is to keep that pipeline humming with new prospects. Increasingly, buyers are doing their initial research independently, making it more difficult to get meetings. 

Finding new clients is always easier with a compelling reason to listen to you. We just need to use our resources to come up with compelling ideas to discuss with new prospects. But finding new people to talk to doesn’t have to be a task you take on yourself. Finding some warm leads is very doable if you consider some of these four steps. 

#1 Talk it up with other salespeople. Make sure you are teaming up with other sales reps in your building. They can be a great combo to approach new clients with if you have female-leaning formats. Make sure you ask your best clients if they are on the air with competitors of your sister stations. You can devise a pricing plan to give them the proper incentive to get the appointment. Make sure you ask fellow reps at the other stations to do the same if they are in with clients who buy your competitor. Even if you add your more male-targeted station into the mix of a client, buying adults or females can be compelling. 

#2 Ask an expert. Approach anyone you know who is an expert at something i.e. plumbing, whatever. They could be clients, friends, or other sales reps in the building. They will teach you things they know about how business is done in their expertise, and you can approach others with it. There is nothing better than approaching a new prospect with a remedy to their pain point. Make sure you drill new salespeople in the building. Whatever industry they came from can be a good lead for you or insider info. And don’t forget to get the list of vendors your station does business with and ensure you are covering those folks! Look for leads close to the station, too; it may be that lots of employees eat, drink, or shop at places that want to return the favor. 

#3 Look back before going forward. Make sure you check back 1-3 years and see which accounts were on the air and aren’t now. Sometimes you will find out that nobody is calling on them because we all just forgot. Who knows, they may wonder what happened to your station and are just waiting for an invitation to come back. Work ahead and start looking now at November/December spenders in 2020-2021, look at their copy and come up with a different or better approach.  

#4 Call oldies but goodies. Circle back to former reps and employees with or not with your stations and get referrals from them. They may even invite you to sell the company they are now with.  

Matthew Berry Says Being Featured on Football Night in America Sealed the Deal

BSM Staff
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Matthew Berry left ESPN earlier this summer after 15 years to seek a new adventure and he found one at NBC.

Berry appeared on the Sports Illustrated Media Podcast and was asked why he left ESPN. Berry began by saying how much ESPN means to him. “The reason, Jimmy, you care about me and the reason that anyone is listening to this interview is due to the power of those four letters”.

Then Berry opened up about the multiple reasons that convinced him to jump to NBC which included not having to move his family and being able to use his expertise on multiple tentpole events for the network, but a major key that helped secure the deal was NBC’s plan to feature Berry prominently on its NFL coverage.

“NBC said to me, ‘We want to put you on Football Night in America,'” Berry recalled, “and not as a token, not as like… you’ll pop on with ‘here’s some sleeper’ for thirty seconds. You’re going to be an integrated part of this cast. You’re going to do multiple segments.”

Berry really liked that idea because he mentioned how he wasn’t featured on ESPN’s NFL coverage and this would be a welcomed change.

“I mean, it’s Football Night in America,” Berry perked up. “It’s the second-highest rated show, not sports show, the second-highest rated show in all of television. Second only to the actual game itself. There was a lot of other things at NBC… they recruited me and it was really, honestly flattering… [but] you had me at Football Night in America.”

Chris Stewart Says It’s “Bittersweet” to Fill-In For Eli Gold

BSM Staff
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Alabama kicks off its season this weekend in Tuscaloosa and on the radio call of the game will be veteran Alabama broadcaster Chris Stewart. While Stewart has been a stalwart on the men’s basketball and baseball broadcasts, he’s filling in for Eli Gold, the Voice of the Crimson Tide since 1988.

Gold will miss the beginning of the Alabama football season with an unspecified ailment. Leading up to the game, Stewart agreed to come on The Paul Finebaum Show to preview the game and before the two parted ways, Finebaum asked Stewart about how he felt getting to broadcast football for his honorary alma mater.

“I am trying to enjoy it,” Stewart began. “This is a special opportunity for somebody who grew up an Alabama fan. Who has lived always within 45 minutes of where I was born in Fairfield, just west of Birmingham. Who grew up listening to a dear friend of yours in John Forney. Who grew up and got to know Paul Kennedy who followed John. Who has been friends with and worked with Eli for basically twenty years in some capacity on Alabama football broadcasts. It should be very special, very enjoyable. It is more than tempered given the circumstances because I can certainly relate to what Eli is dealing with.”

Stewart, somber and respectful in his tone, then mentioned that while it’s an honor to call the game, it doesn’t come without a heavy heart.

“It’s bittersweet. It’s the opportunity of a lifetime,” Stewart added, “and yet it’s one I hope I don’t have for very long because that would mean he’s gotten well and able come back and take a job that’s rightfully his.”

Sports Media Reacts to Twitter Edit Button

BSM Staff
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Sports Media Reacts to Twitter Edit Button

Twitter announced on Thursday that it had begun testing an edit feature. The platform has never allowed users to edit posts in the past. If you were unhappy with the way you worded a statement, the only options were to edit, rewrite and repost or to simply live with the mistake.

An edit button has been the subject of much debate with the “very online” community coming down strong on both sides. The sports media, one of Twitter’s most active user groups, had plenty of thoughts. Most of them negative.

There are parameters for the new feature. The edit button has a thirty-minute window. After that, Twitter will not let users change their post. The rule is meant to make it impossible for misinformation spreaders and others that violate Twitter’s terms of service to claim they did not do anything wrong.

No timetable for the test has been announced. Twitter also has not made it clear what engineers are looking for in order to determine if the feature becomes permanent.

Chris Johnson and LenDale White Launch Podcast on Bleav

BSM Staff
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The Bleav Podcast Network is launching a new show featuring a pair of very notable college and NFL running backs.

Smash & Dash is the name of the show and will be co-hosted by former NFL rushing champion Chris Johnson and USC legend LenDale White.

Johnson won the rushing crown in 2009 and was the NFL Offensive Player of the Year. That season he broke the NFL record for most scrimmage yards while with the Tennessee Titans.

White was an All-American at USC in 2005 and was a teammate of Johnson’s during the 2009 season. White also hosts Bleav in USC.

“I’m thrilled to be partnering with Bleav to bring the Smash & Dash podcast to a reality!” Johnson said. “LenDale and I created Smash and Dash to generate a space to discuss all topics around sports culture, music, and society. It’s just our everyday conversations caught on tape.”

Bron Heussenstamm, CEO of Bleav, continues, “Chris and LenDale were prolific players on the football field. Their show is going to encapsulate all their expertise about the game and have a blast doing it. We’re thrilled to bring their show to fans everywhere!”

Amazon Prime Video Grabs Over 1 Million Viewers for Preseason TNF Broadcast

BSM Staff
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The first edition of Amazon Prime Video’s Thursday Night Football broadcast averaged 1.035 million viewers. That came from last week’s preseason matchup of 49ers-Texans

Earlier this month it was reported that stream’s numbers would be tracked and reported by Nielsen. The number reported also includes over-the-air numbers from the S.F./Oakland/San Jose and Houston markets.

The Thursday Night Football stream did have direct head-to-head competition from the NFL Network which was airing the Packers-Chiefs game. That game drew 1.804 million viewers (that game aired locally in Milwaukee and K.C.).

The 49ers-Texans stream drew 436,000 viewers among adults 18-49, and 511,000 viewers among adults 25-54. The median age was younger on Amazon vs. other NFL preseason games, with 49ers-Texans at 51.2 years of age vs. 56.1 for other NFL preseason telecasts.

The 49ers-Texans game is not the least-watched national preseason game this season. The NFL Network has drawn under 1 million viewers for three of its games.

Greta Van Susteren Given Award By Ukraine President Volodymyr Zelenskyy

BNM Staff
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Newsmax host Greta Van Susteren has been given the Order of Merit, III Degree by Ukrainian President Volodymyr Zelenskyy for her working on Putin’s Atrocities: Horror in Ukraine, a weeklong series covering the war in Ukraine.

“I have been on the ground in Ukraine and seen this war with my own eyes,” Van Susteren said. “Once you see it with your own eyes, you can’t turn your back. The world needs to know what is going on… especially the atrocities. This is why I am at Newsmax — the opportunity to do these important stories with great colleagues.”

“Much of the mainstream media has focused on weapons and the billions in financial aid given to Ukraine by the global community to fend off Moscow’s aggression,” Newsmax said in a release. “Van Susteren’s series, though, took a different tack, exploring the savagery displayed by Putin’s forces. Intriguing segments looked at reports of POWs being tortured and executed, alleged war crimes by Moscow, and the Kremlin’s campaign of terror against Ukraine’s women and children.”

The Order of Merit, III Degree is awarded for “significant personal merits in strengthening interstate cooperation, support of state sovereignty and territorial integrity of Ukraine, significant contribution to the popularization of the Ukrainian state in the world”.

Jay Glazer Launches Mental Health Podcast

BSM Staff
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FOX Sports NFL Insider Jay Glazer is launching a podcast to discuss mental health.

Unbreakable with Jay Glazer: A Mental Health Podcast will be produced by iHeartMedia and Fox Sports Radio, will piggyback off of Glazer’s book on mental health.

He told The New York Post‘s Andrew Marchand “I want to take the shame out of it. For all the years, I didn’t know why I suffered and now I know I feel God blessed me with depression and anxiety to help others through theirs. I really want to be a leader in this.”

Glazer, who has been open and honest about his previous mental health struggles, will publish the first episode of the podcast next week. It features a discussion with Los Angeles Rams head coach Sean McVay.

2022 ManningCast Schedule Revealed

BSM Staff
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2022 ManningCast Schedule Revealed

ESPN and Omaha Productions have revealed the schedule for the ManningCast of Monday Night Football on ESPN2.

The Emmy Award-winning production will debut for the week one contest between the Denver Broncos and the Seattle Seahawks.

Peyton and Eli will have alternate broadcasts for the following games:
Week 1: Denver at Seattle
Week 3: Dallas at New York Giants
Week 4: Los Angeles Rams at San Francisco
Week 7: Chicago at New England
Week 8: Cincinnati at Cleveland
Week 9: Baltimore at New Orleans
Week 13: New Orleans at Tampa Bay
Week 14: New England at Arizona
Week 15: Los Angeles Rams at Green Bay
Super Wild Card Weekend

All broadcasts will air on ESPN2, while the week 1, week 3, week 15, and Super Wild Card Weekend broadcasts will also be available on ESPN+.

The Fan Morning Show Hangs Up On Adam ‘Pacman’ Jones After Expletives

BSM Staff
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The Fan Morning Show Hangs Up On Adam ‘Pacman’ Jones After Expletives

For the first time since 2011, the Backyard Brawl returns as Pitt hosts West Virginia to begin the college football season tonight, and The Fan Morning Show on 93.7 The Fan in Pittsburgh welcomed former NFL All-Pro defensive back and West Virginia legend Adam “Pacman” Jones to the show to talk about the game.

However, the station was forced to hang up on Jones after having to use the “dump” button twice times during his interview.

After being asked if he minds that he’s a hated figure in Pittsburgh, after playing for the Mountaineers and then professionally with the Bengals, Jones said “F*** Pittsburgh. Eat shit, Pitt,” before the station dropped the call.

“Man, this was going so well,” Colin Dunlap said. “You know, every time I’ve ever talked to Adam Jones, he was respectful.”

“I can’t call him back,” producer Adam Crowely said.

“No you can’t call him back! He said the f-word on the air!”, Dunlap exclaimed. “What do you mean call him back? Of course you can’t call him back! That’s one strike and you’re out. I asked a very fair question. You ask somebody that question and they say ‘That’s a big sign of respect’.”

“But you gotta know who you’re asking the question to,” co-host Dorin Dickerson replied before saying “You could tell he was on one a little bit there.”

The rest of the morning show crew instantly agreed.

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