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The Fantasy Footballers Sign Exclusive Podcast Deal with SiriusXM

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SiriusXM has inked The Fantasy Footballers to an exclusive podcast deal that involves advertising and distribution rights for the audio and video versions of the flagship program and its cadre of other shows to the SiriusXM Podcast Network. Beginning in March, episodes of The Fantasy Footballers Podcast will be airing on SiriusXM Fantasy Sports Radio, along with being available for consumers across other major podcast platforms. The group is also going to provide additional content for listeners throughout the fantasy football season, some of which includes daily fantasy tips that will air across channels owned by the satellite radio provider and a weekly live programming segment.

The Fantasy Footballers have celebrated their 10th anniversary throughout the 2024 NFL season and have proliferated to become among the most popular sports podcasts in the world. This show is hosted by Andy Holloway, Jason Moore and Mike Wright, and the program has been nominated or garnered over 40 fantasy football and podcast industry awards. The show also has the largest fantasy football YouTube channel, and it has accrued more than 140 million downloads and views of its content across multiple platforms in the last two years.

“Working together with SiriusXM’s best-in-class team will help us bring even more advice, entertainment and laughs to the mighty FootClan throughout the year,” Wright said in a statement. “We can’t wait to help SiriusXM listeners bring home their next fantasy football championship in 2025 and beyond! And hey, if Conan O’Brien, Alex Cooper or the SmartLess guys need some help with their teams next year, they know who to call.”

SiriusXM Media, the advertising division of the company, has exclusive global advertising sales rights for the audio and video editions of The Fantasy Footballers Podcast, along with The Fantasy Footballers Dynasty Show, The Fantasy Footballers DFS & Betting Podcast and The Spitballers. The programs are joining the SiriusXM Podcast Network portfolio of sports shows, which also includes sports talk and live event programming. Moreover, they are now a part of a lineup of podcasts and media companies represented by SiriusXM Media, some of which include the Unwell Network, SmartLess Media and Team Coco.

“With shows that are as entertaining as they are informative, The Fantasy Footballers have become one of the biggest sports podcasts in the world,” Scott Greenstein, president and chief content officer at SiriusXM, said in a statement. “Not only are we thrilled to have them joining the SiriusXM Podcast Network, but the addition of new exclusive programming from the Fantasy Footballers brand to the SiriusXM platform brings tremendous value for our subscribers.

“We’re incredibly excited to welcome them to SiriusXM and continue to grow their audience. With the addition of the Fantasy Footballers, we now offer their top-ranked sports podcast alongside the leading global podcasters in entertainment, comedy, true crime and more.”

Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.

Bob Fescoe: Kansas City Chiefs ‘Are The ‘Product That Everybody Wants to See’

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As the Kansas City Chiefs franchise won the AFC for a third consecutive year, CBS Sports attained a record number of viewers for its broadcast of the conference title match against the Buffalo Bills. The company averaged 57.7 million viewers, which is indicative of the largest audience on record for an AFC Championship Game and achieved a 4% year-over-year increase. Moreover, the game had the largest gap of audience from the NFC Championship Game recorded since 1996, attaining 13.5 million more viewers than the Philadelphia Eagles’ victory over the Washington Commanders. Bob Fescoe, morning show co-host on 96.5 The Fan, recognized the phenomenon surrounding the Chiefs and affirmed that the team’s playoff games are the only ones registering yearly increases.

With quarterback Patrick Mahomes, tight end Travis Kelce and head coach Andy Reid trying to secure a Super Bowl championship next Sunday and make history in the process, Fescoe acknowledged the unique nature surrounding games for the team throughout the year. Over the last several weeks, there have been complaints from opposing football fans pertaining to the team, alleging that officials rule in their favor. Nonetheless, he also realized that the team is accruing record numbers in prime time and national viewership windows.

“They are the product that everybody wants to see, and that’s what, I think, some of these folks don’t seemingly understand,” Fescoe said on Wednesday morning’s edition of Fescoe and Dusty. “Like, ‘Oh, the Chiefs keep winning.’ As they keep winning, everybody keeps losing.”

Part of the reason Fescoe believes the league and its media partners experienced some yearly viewership declines had to do with people not being used to watching full football games. Conversely, he explained that people watch the games on NFL RedZone, a channel that does not include commercials and highlights multiple games simultaneously with key action. Moreover, he does not think there were many great teams from the perspective of a football fan in the playoffs this season.

“At the end of the day, it’s all about the Chiefs,” Fescoe said. “They are the bell cow of the NFL, and all they do is bring viewers to the television set, so until that stops, the Chiefs are going to be sitting on top for a very long time.”

Dusty Likins, the co-host of the morning drive program, emphasized that there are three different reasons people watch Chiefs games. Delineating the rationale into hate watching, rivalry watching or love watching, all of it coalesces into stellar viewership for games that features the team. The Chiefs were on prime time television six times this past season, the maximum permitted under an NFL franchise, and was also in standalone windows in the late-afternoon timeslot as well. FOX Sports is preparing to broadcast Super Bowl LIX next Sunday from New Orleans, La. as the Chiefs look to win a third consecutive league championship.

“I think they have expanded their fanbase, but there’s always going to be people who are going to root against this football team,” Fescoe said. “I’m sure the majority of America is probably going to be rooting for Philadelphia in this Super Bowl. It’s not exactly two teams that America loves at this point in time, but I think the hatred for the Chiefs may spill over, and I think there’s probably going to be more people rooting for the Philadelphia Eagles to win this Super Bowl because there’s a lot at stake for Philly as much as there is for Kansas City in this game, and people are just always tired of teams that win.”

Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.

Audacy CEO David Field Resigns, Kelli Turner Named Interim President/CEO

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Audacy CEO and President David Field is stepping away from the radio giant, with company board member Kelli Turner being named as his interim replacement.

Field — who has served as the company’s President since 1998 and CEO since 2002, dating back to its days known as Entercom — will shift to a role as a Special Advisor to the CEO and Board after his departure.

“Since I joined Audacy, then Entercom, we have grown from $10 million in revenues with ten niche radio stations into a $1.2 billion, multi-platform audio leader with one of the country’s two scaled radio broadcast groups, one of the largest podcast networks and the unrivaled top position in sports audio,” said Field. “Audacy recently completed a very successful 2024, delivering industry-leading EBITDA growth of more than 70% through the third quarter and significant revenue share gains across our radio and digital businesses.

“With the company in a strong competitive and financial position, now is the optimal time to pass the baton to new leadership. I am deeply proud of our extraordinary team and everything we have accomplished for our listeners, customers, partners, and communities,” Filed continued. “The company is in great hands, and I look forward to seeing the next chapter of Audacy’s success.” 

“David has left an indelible mark on the industry, growing Audacy from a few small radio stations into a scaled multi-platform audio content and entertainment powerhouse,” said Audacy Board Chair Michael Del Nin. “He has built a great company with leading positions across the country’s largest markets and an outstanding portfolio of exclusive, premium audio content. Under David’s dedicated leadership, Audacy has been positioned for long-term success, and we look forward to working with Kelli and the entire team as the company begins its next exciting chapter.”

Kelli Turner is a relative newcomer to the Audacy board, joining in September 2024. She has previously served on the boards of advertising and tech firms like DoubleVerify, Downtown Music Holdings, and Central European Media Enterprises Ltd. She has most recently served as the Managing Director and Chief Financial Officer of private investment firm Sun Capital Partners.

Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.

Barrett Media’s Top 20 CHR/Top 40 Radio Shows of 2024

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The final format reveal of Barrett Media’s Top 20 of 2024 presented by Radio.Cloud is here! Today we recognize the Top 20 CHR/Top 40 radio shows of 2024. In addition, we’ve also announced the CHR/Top 40 format’s Top 20 program directors. For all format results, visit the website, follow BM on XFacebook or LinkedIn or sign up for our newsletters. Be advised, the results are based on 2024’s performances, not on anything that has occurred in January 2025.

We’ve run this Top 20 series successfully for years in the Sports and News/Talk formats. This is our first time though highlighting music radio. It is by far the largest project we’ve ever done. 173 program directors, corporate executives, and format consultants voted. 250+ were invited to participate. Though some brand leaders and company executives didn’t vote or respond, I’m ecstatic with our turnout. I wasn’t sure what to expect when the process began given that I’m a new face to some. However, many knew our brand, and were excited to dive in. It’s been fun connecting with many accomplished radio professionals.

As you review these resultsplease remember that they represent the collective feedback shared by our industry voters. I do not vote in this process. My role is to assemble the group, collect their votes, and present the information. At the conclusion of the series, Jeff Lynn and I will record a video for the Barrett Media YouTube page sharing our takeaways from the series. Be sure to subscribe to the page so you’re notified of when the video goes live.

Given the size of Music Radio formats, we are presenting the Top 20 shows and programmers from ALL markets. This includes Major Markets, Mid-Markets, and syndicated programs. The best of the best if you will. Some formats are combined due to similarities such as AC/Hot AC, Adult/Classic Hits, and Rock (Active/Modern Rock). There are also a few shows, hosts and/or programmers who appear on lists in multiple formats. This is due to their stations featuring music and programming that crosses over.

Important Information

#1 – Music radio is a massive space, and stations don’t always provide or update information. That makes it hard at times to issue credit to deserving programmers or hosts. We’ve tried to be accurate with the spelling of names, shows, brands, cities, and positions, but we’re human, and mistakes happen. If you see an error, please email Jason@BarrettMedia.com so we can make a correction.

#2 – We’ve asked the voters to supply photos and logos to avoid headaches. Some comply, but most don’t. That’s consistent with voters in our sports and news/talk series too. It forces us to spend a lot of time digging for images to highlight everyone. For that reason, there are no photo changes unless it involves a mistake. Thanks in advance for understanding.

#3 – This series specifically focuses on United States terrestrial music radio shows and programmers. Shows and brand leaders from Apple Music, Spotify, Amazon, SiriusXM, YouTube, podcasts and programming outside the United States are not included.

#4 – 71 CHR/Top 40 radio shows received votes from our voters. Executives were asked to rank their Top 10 selections using the following criteria: Quality of Show (ear test), Originality, Ratings SuccessAbility to Entertain-Inform-Connect Across Multiple PlatformsClearance (national shows) and Industry Buzz. A 1st place vote equals 20 points, 2nd gets 18, and it goes down by 2 each time until reaching 10th and earning 2 points. Remember, our voters live in different cities, have individual tastes, work for different companies, and value certain factors higher than others. This isn’t a perfect system but it’s one we feel good about using to showcase the industry’s best.

#4 – 27 broadcasting companies are represented in this series. Among them include iHeartMedia, Audacy, Cumulus Media, Townsquare Media, Beasley Media, Hubbard Radio, Bonneville, Meruelo Media, Radio One, Cox Media Group, Alpha Media, Connoisseur Media, Saga Communications, Hearst Communications, Rubber City Radio Group, Cromwell Media, Press Communications, Pamal Broadcasting, Lotus Communications, Shamrock Communications, Midwest Communications, Seven Mountains Media, Summit Media, Buck Owens, Local Media San Diego, Colorado Springs Radio Broadcasters, and Milwaukee Media Group. 18 consulting groups were also involved. We involve people from different groups and cities to make sure balance is provided.

#5 – Though we have a total of 173 voters in this series, the number voting on each format is lower. This is by design. We wanted experts from each format to vote on what they know best, and avoid situations where managers with less format familiarity are impacting the results. 33 programmers, consultants, and executives with experience in the CHR/Top 40 format voted on the category.

I want to thank Dylan Barrett for doing an excellent job with our graphics, and Stephanie Eads for helping with the voting process. I’d also like to thank every single voter who made time to participate. Now without further delay, here are the Top 20 CHR/Top 40 Radio Shows of 2024.

Additional Notes:

  • Elvis Duran and the Morning Show cruised to a 78 point win in this category. Duran’s program also recorded the most first place votes, 13. The next closest among all shows was MoJo in the Morning with 4.
  • Spots 21-25 went to JV Morning ShowBekah, Kim & Jay, St. JohnDrew, and Randi West.
  • We had a tie for 13th between Bru and Jubal, which is why you’ll see images for both. The next closest battle was for 15th place. Johnny’s House nipped Crystal Rosas by 2 points.
  • Of the 71 shows to receive votes, 12 received at least one 1st place vote.

Barrett Media’s Top 20 CHR/Top 40 Radio Program Directors of 2024

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The final format reveal of Barrett Media’s Top 20 of 2024 presented by Radio.Cloud is here! Today we recognize the Top 20 CHR/Top 40 radio program directors of 2024. In addition, we’ve also announced the CHR/Top 40 format’s Top 20 radio shows. For all format results, visit the website, follow BM on XFacebook or LinkedIn or sign up for our newsletters. Be advised, the results are based on 2024’s performances, not on anything that has occurred in January 2025.

We’ve run this Top 20 series successfully for years in the Sports and News/Talk formats. This is our first time though highlighting music radio. It is by far the largest project we’ve ever done. 173 program directors, corporate executives, and format consultants voted, and 250+ were invited to be a part of it. Though some brand leaders and company executives didn’t vote or respond, I’m ecstatic with our turnout. I wasn’t sure what to expect when the process began given that I’m a new face to some, but many knew our brand, and were excited to participate. It’s been fun connecting with many accomplished radio professionals.

As you review these resultsplease remember that they represent the collective feedback shared by our industry voters. I do not vote in this process. My role is to assemble the group, collect their votes, and present the information. At the conclusion of the series, Jeff Lynn and I will record a video for the Barrett Media YouTube page sharing our takeaways from the series. Be sure to subscribe to the page so you’re notified of when the video goes live.

Given the size of Music Radio formats, we are presenting the Top 20 shows and programmers from ALL markets. This includes Major Markets, Mid-Markets, and syndicated programs. The best of the best if you will. Some formats are combined due to similarities such as AC/Hot AC, Adult/Classic Hits, and Rock (Active/Modern Rock). There are also a few shows, hosts and/or programmers who appear on lists in multiple formats. This is due to their stations featuring music and programming that crosses over.

Important Information

#1 – Music radio is a massive space, and stations don’t always provide or update information. That makes it hard at times to issue credit to deserving programmers or hosts. We’ve tried to be accurate with the spelling of names, shows, brands, cities, and positions, but we’re human, and mistakes happen. If you see an error, please email Jason@BarrettMedia.com so we can make a correction.

#2 – We’ve asked the voters to supply photos and logos to avoid headaches. Some comply, but most don’t. That’s consistent with voters in our sports and news/talk series too. It forces us to spend a lot of time digging for images to highlight everyone. For that reason, there are no photo changes unless it involves a mistake. Thanks in advance for understanding.

#3 – This series specifically focuses on United States terrestrial music radio shows and programmers. Shows and brand leaders with Apple Music, Spotify, Amazon, SiriusXM, YouTube, podcasts and programming outside the United States are not included.

#4 – 54 CHR/Top 40 program directors received votes from our voters. Executives were asked to rank their Top 10 selections using the following criteria: Quality of Show (ear test), Originality, Ratings SuccessAbility to Entertain-Inform-Connect Across Multiple PlatformsClearance (national shows) and Industry Buzz. A 1st place vote equals 20 points, 2nd gets 18, and it goes down by 2 each time until reaching 10th and earning 2 points. Remember, our voters live in different cities, have individual tastes, work for different companies, and value certain factors higher than others. This is not a perfect system but it’s one we feel good about using to showcase the industry’s best.

#4 – 27 broadcasting companies are represented in this series. Among them include iHeartMedia, Audacy, Cumulus Media, Townsquare Media, Beasley Media, Hubbard Radio, Bonneville, Meruelo Media, Radio One, Cox Media Group, Alpha Media, Connoisseur Media, Saga Communications, Hearst Communications, Rubber City Radio Group, Cromwell Media, Press Communications, Pamal Broadcasting, Lotus Communications, Shamrock Communications, Midwest Communications, Seven Mountains Media, Summit Media, Buck Owens, Local Media San Diego, Colorado Springs Radio Broadcasters, and Milwaukee Media Group. Another 18 consulting groups were involved as well. We involve people from different groups and cities to make sure balance is provided.

#5 – Though we have a total of 173 voters in this series, the number voting on each format is lower. This is by design. We wanted experts from each format to vote on what they know best, and avoid situations where managers with less format familiarity are impacting the results. 34 programmers, consultants, and executives with experience in the CHR/Top 40 format voted on the category.

I want to thank Dylan Barrett for doing an excellent job with our graphics, and Stephanie Eads for helping with the voting process. I’d also like to thank every single voter who made time to participate. Now without further delay, here are the Top 20 CHR/Top 40 Radio Program Directors of 2024.

Additional Notes:

  • Mark Adams finished 20 points ahead of Dylan Sprague to claim the top spot. Adams received the most first place votes among all programmers with 6.
  • Spots 21-25 went to Rob KruzJonathan Shuford, Trevor MoriniCara Hahn, and Tommy Chuck.
  • We had a tie for 15th place between Tim Rainey and Zann Fredlund. That is why there are two images for that ranking. Other close battles included Jeremy Rice over Patti Marshall, Cat Thomas ahead of Molly Cruz, and Rick Vaughn in front of Mike Danger, all by 2 points.
  • Of the 54 programmers to receive votes, 16 received at least one 1st place vote.

SiriusXM Eliminates 100 Roles Ahead of Earnings Call: Report

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SiriusXM has reportedly eliminated about 100 roles across its company as the audio provider looks to focus on its audio business distributed in cars rather than streaming. The layoffs occur as the company looks to find $200 million in annualized cost savings by the end of this year. The satellite radio provider acknowledged that it is facing “marketplace headwinds” and expects a decline in annual revenue. This elimination of 100 positions in the company represents less than 2% of its workforce. It remains unknown how many of these layoffs affected those working on sports content with the company.

These job cuts follow a reduction of about 3% of the company workforce last year when the company eliminated 160 jobs. SiriusXM chief executive officer Jennifer Witz explained in an email to staffers last year that it was imperative that the company becomes “more efficient, agile and flexible.” These current layoffs take place shortly before the company is set to report its quarterly earnings on Thursday, Jan. 30 with revenue guidance lowered to $75 million.

“We’re nearing the end of a profoundly challenging day — one that has touched all of us deeply and it’s important to take a moment to process today’s events,” Witz said in an internal email. “We parted ways with team members and friends across the Company; this is never easy. In this moment, we must lean on one another for support while focusing on the path ahead.

“Deciding to eliminate roles is incredibly difficult. However, it is a necessary step as we continuously evaluate our structure to ensure our business is set up to succeed in the future. As we move forward on our path to becoming more efficient, nimble, and flexible, the organizational changes implemented today will make us stronger, and better positioned to achieve our long-term objectives and more focused strategy. We are driving ahead with three primary goals in mind: delivering more value to our core subscribers, continuing to expand our ad business, and functioning as an even more efficient, ROI-driven organization.”

SiriusXM is coming off a quarter in which it reported adjusted EBITDA of $693 million, a figure that was down 7% year-over-year and attributed to diminished subscriber revenue. Concurrent with this report, SiriusXM adjusted its full-year revenue guidance to $8.675 billion, but it also stated that it was still aligned to “generate approximately $2.7 billion in adjusted EBITDA and $1 billion in free cash flow in 2024.”

The change in company strategy occurs just over a year after the company unveiled a new brand identity and application accessible to listeners through automobiles and other devices. During a media event, the company divulged that it viewed local sports content as being national and explained that it would “try to put together an audio DNA recommendation” to streamline content for consumers. SiriusXM had also stated that the combination of a low churn rate, core audience and growth opportunity accounted for 84% of total audio spend. SiriusXM continues to invest in its content, recently agreeing to deals with SmartLess Media and Alex Cooper’s Unwell Network.

Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.

Salem Media Group Mourns ‘Founding Father’ David Ruleman

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David Ruleman, a former Market Manager for Salem Media Group, died over the weekend after a battle with cancer. The company is remembering the executive fondly after his passing.

During his tenure with the organization, Ruleman helped oversee the acquisition of 20 stations in nine markets for Salem Media Group before retiring in 2017. He helped add stations to SiriusXM during his five decades in the business, as well as spending time in San Diego, Washington D.C., and overseeing operations in Philadelphia, Pittsburgh, and Boston.

“When I joined Salem in 2001, David Ruleman was one of the first people I was told to talk to learn more about the company,” said Salem Media Group CEO David Santrella. “He’s been an inspiration to me ever since. Always encouraging, always knew how important our Christian Teaching & Talk formats are. His spirit carried on with our company long after his retirement and we’ll miss him greatly but rejoice in his Homecoming.”

“David Ruleman served as one of the ‘founding fathers’ of Salem Media,” added Edward G. Atsinger, Salem’s Executive Chairman. “His passion and impact for Salem in San Diego led to our decision to put him in Washington DC when we acquired WAVA, our most expensive acquisition at the time.

“He served there for many years and did a tremendous job in one of the most influential cities in the world, our nation’s capital. David’s presence has been and will be missed at Salem, but the legacy of his leadership will last into future generations of Christian leaders.”

Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.

The Hidden Dangers of ‘Free’ as a Marketing Message

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The allure of the word “free” in marketing is undeniable. It has the power to grab attention, create excitement, and drive consumers to take immediate action.

However, as tantalizing as it may be, employing “free” in marketing strategies can sometimes do more harm than good. One of the advantages of radio is that it’s, indeed, free to listeners. However, the word may not be a good idea in your marketing strategy.

 As Market Manager, we never give away free commercials, or at least it’s never positioned that way. There is value in everything we offer to listeners and clients alike.

When I was a programmer, I rarely, if ever, said, “Win a free” anything.” We would simply say, “Win a pair of tickets” or “win a trip.” The value is in the prize, not the fact that it’s free.

Have you ever noticed that game shows like Wheel of Fortune never say, “Congrats, Susan, you’ve just won a ‘free’ trip to Spain!”  Nope—they always say, “Congratulations Susan, you’re off on a trip to Spain—total value… $9,500!!”  

One of the most significant drawbacks of using the word “free” in marketing is the amount of consumer skepticism and mistrust it generates. In today’s wary world, we have all become increasingly cautious of offers that “seem too good to be true.” 

In my daily life, the word “free” raises red flags, leading me to question the offer’s credibility and the marketer’s intention. To me, it connotes hidden costs, strings attached, or that the product or service isn’t of good quality. Terms like “complimentary,” “bonus,” or “included” may help create a sense of value without triggering any skepticism.  

Whenever something is offered for free, we tend to automatically question its value. I remember when I subscribed to satellite TV. I unintentionally remembered what the channel numbers were for all the premium offerings. Why? I’m convinced it was because I paid extra for them. They were responsible for higher costs. I could never remember the channel numbers for the free networks.

They were intrinsically worth less in my mind. Today, we stream with Hulu, and I tend to watch other streaming networks like Paramount+, Prime, or Max most often. I am willing to pay extra for those, which means they have greater value to me.  

There is little doubt that offering something for free can generate a quick boost in interest and sales, but it rarely leads to long-term customer loyalty and may actually damage the brand. There’s an old adage that says, “You can sell anything if it’s cheap enough,” and free is as cheap as it gets. 

But those who are attracted by the word may be more interested in a deal rather than the brand or product. Where is the danger there? Well, once a free offer ends, they will expect it again and when they don’t get it, they just move on to the next free deal somewhere else.

In the end, the short-term gain becomes expensive for a business trying to build a sustainable customer base. If you have ever been in sales, management, or ownership then you know how difficult it is to give someone a discount and then raise the price again next time.  

It seems that we have all become leery of special offers. Most of us have been lured into a marketer’s web by the word “free,” only to determine that something else is required in order for us to receive their no-cost offer.

When you click “learn more,” you quickly find that it’s only free for 7 days, and they want your credit card before starting the “trial,” counting on you forgetting to cancel before the 7 days expire.   

Instead of relying on the word “free,” I suggest exploring alternative strategies to attract and retain customers. Offering limited-time promotions, or value-added services can help create the sense of urgency and excitement you’re trying to create without the pitfalls associated with “free.” Additionally, focusing on the unique features and benefits and highlighting those with testimonials helps build trust.

We are in the business of creating relationships… both on air and with our advertising community. We don’t sell spots or commercials. “Spot mentality” has pigeonholed our industry. Every radio/media operation is truly a “solution store.” We are not vendors but rather marketing partners who help our clients succeed by selling what they need.

There is great value in that. As for listeners, we offer compelling audio content along with fun and prizes that have compelling content with intrinsic value. We all learned early on that nothing in life is FREE.

Bottom line: Avoid the word “free,” as it may unknowingly be viewed as one of desperation. Words have power.

Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.

When it Comes to Closing the Deal, Some in Media Sales Don’t Even Deserve a Set of Steak Knives

Let’s get right to it in this week’s sales meeting and talk about closing the sale. To recap, in our four previous weeks, we have talked about how to properly locate a prospect and pre-qualify them as best as we can. We got a meeting with the decision maker, and we had the Client Needs Analysis (CNA) meeting where we asked a lot of good questions and got great answers, all the information we were looking for.

Next, we made a killer presentation. We focused on the needs of the client and the problems or issues they identified in the CNA meeting and are providing solutions that tie directly to those. We presented it that way as well, “Here are the problems you identified, here are the solutions that address those issues.” We also had audio and/or video of talent talking about the business and we made the client feel like they are going to own a piece of real estate on the station.

The truth is, if you’ve done the first four steps of the sales process really well, the close is the easiest part. The client should have seen the value in what you presented, and you’d hope they were so blown away by the time and effort you put into helping solve their business’ problems that they feel like they aren’t just investing in marketing their business, but that that also comes with your expertise as a big part of the ‘added value’.

Now, they don’t always go that way no matter how good of a job you do, so you have to be prepared as well to answer questions that now could come your way, or some objections. The good news it, you prepared for this and don’t have to get nervous if the client throws you off your game by getting down to business.

This is where body language and being able to read a person comes in handy. First off, we all know that questions and/or objections are buying signals. If they didn’t want it or couldn’t afford it, they would cut it off and figure out a way to end the meeting. Talking further about it means they’re absolutely interested.

However, if the person on the other side sees you squirm or start to crumble when they ask you to explain something further or says they don’t like a particular tactic in the presentation, you’ve lost. If they see that body language from you, and they are good at negotiating, they have you right where they want you.

A meme saying, 'Second prize, a set of steak knives!'

If they see someone who is confident in their products, confident in the results the client should see based on their knowledge and history with other accounts, they become that much more confident in investing with you. Think about when you are in the position of buying something and the person you are working with buckles at the first question that didn’t follow the script.

I had a sales rep once who used the great negotiating method of dropping the price every time there was an objection. “The package is a total of $7,500 per month, what do you think?” she would say. If the client presented any objection whatsoever, her fallback was always to say something like, “What if I could do it for $6,000 a month?”

That is an extreme example, but I cannot tell you how many conversations I have had with sellers that go this same direction. It always just becomes about lowering the price instead of answering the objection(s) and, you know…SELLING! Dropping the price as an immediate response just shows the client you don’t believe in the value of what you’re selling.

A sales consultant once told a group of us, “How much money a company can spend on advertising is not your decision to make.” Read that again.

Too many times, salespeople want to believe they know the financial situation of a company and decide for them what they can and cannot afford. By doing this they potentially leave thousands of dollars on the table. Put together what will work for the client and price it accordingly. Let them tell you whether or not they can afford it. And if they can’t afford what you presented, don’t devalue your product by ‘dropping your pants’, present another opportunity that fits the price they can afford, so long as that price is enough for the campaign to work.

Getting back to closing the deal, you may have expected at some point for me to list off a bunch of closing techniques and ways to ask for the order, but here is what I will tell you instead. If you need some of those, look at RAB.com or throw it in your Google machine, there are literally hundreds of good ones out there. However, if you’re nervous about asking for the order and closing the sale, you might be in the wrong business. Just ask. The person you are asking happens to be human, too.

The worst-case scenario is they say, ‘No,’ which as we all know, is a heck of a lot better than a ‘Maybe.’

Be confident. You are what will sell the deal. And if all else fails, as a sales manager I once knew always said, “If you can’t make a sale, at least make a friend.”

Barrett Media produces daily content on the music, news, and sports media industries. To stay updated, sign up for our newsletters and get the latest information delivered straight to your inbox.

Devan Kaney Finds Herself Preparing for a Philadelphia Eagles Super Bowl After Replacing Howard Eskin on SportsRadio 94WIP

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The Philadelphia Eagles secured the George Halas Trophy on Sunday night as champions of the NFC, guaranteeing the team a spot in Super Bowl LIX. Including the final two weeks of the regular season, the Eagles have won five consecutive games, a consistency in which has seen Devan Kaney reporting on the field for broadcasts on SportsRadio 94WIP.

Growing up as a dedicated Eagles fan with a penchant for sports broadcasting, Kaney cherishes the opportunity to report on the team. Even though she regarded herself as being the best candidate for the position, there is still a sense of disbelief that it has become a reality. As Kaney is in the early stages of the job, she is aware that Super Bowl LIX could be her final game on the broadcasts after the role abruptly opened towards the end of the season.

“It’s been a whirlwind, but it’s been honestly the best time in my career,” Kaney said. “I feel like it’s a pinch-me moment. Not to be cliché, but it’s every day, I’m like, ‘Is this real life? Really, I got this job?’ and I have to remind myself that I have worked my butt off to get here, and that’s kind of what I conveyed when I pitched myself for the role.”

Kaney was propelled into the job after the radio station parted ways with longtime host and reporter Howard Eskin in late December. While he attributed the departure to “irreconcilable differences,” a subsequent report alleged that Eskin had a physical altercation with a female employee at the station. In a statement posted to social media, he denied the report but acknowledged that he had raised his voice towards her since he was irritated about being interrupted while in conversation.

In the summer, an employee at Citizens Bank Park alleged Eskin had given her an unwanted kiss. Audacy investigated the account, and Eskin was suspended from Philadelphia Phillies home games for the remainder of the season. Although Eskin had been the Eagles radio reporter for more than a decade and helped build SportsRadio 94WIP, Kaney did not feel significant distress occupying the job. On the contrary, she has focused on working with the award-winning duo of Merrill Reese and Mike Quick, meeting expectations and implementing feedback.

“I don’t want to disappoint them,” Kaney said. “I want to prove that they made the right choice in choosing me to fill Howard’s shoes. But taking over for Howard – I’m not Howard, I’m never going to be Howard and I’m okay with that. I’m not trying to be anything like him, so I don’t really feel pressure in that sense.”

Kaney has an important role on the broadcast in compiling information, making shrewd observations and communicating with the commentary booth and listeners at large. Broadcast producer Joe McPeak has helped her in the role, and she has also conveyed her familiarity and expertise surrounding the team to contemporaries on the field, some of whom include Erin Andrews and Melissa Stark. Elements of her previous reporting experience have eased the transition into the job, including covering Phillies postseason baseball this past October, but she entered the position with sweeping proficiency regarding storylines and developments combined with a passion for the team.

“I think that’s why I love journalism because I love constantly learning things, and it’s just like a fun role to be able to go down to the locker room and ask these questions and listen to what the players have to say,” Kaney articulated, “and then [we] get to figure out how we can work them into the game broadcast if they become relevant during the game.”

As Reese and Quick call the game, Kaney is along the sidelines fulfilling her obligations amid a zealous crowd averaging nearly 70,000 fans. Kaney remains focused on extrapolating the factors that surround the on-field play. Through it all, she tries to remain clear and concise while reporting accurate information and serving the audience.

“It’s almost just more pressure to make sure you nail your hits because you only get so many,” Kaney explained, “and also, especially in football, it’s making sure you fit them in the time that you have before the ball is snapped or before the ball is kicked or whatever play is about to happen.”

Kaney started her career working in entertainment media following graduation from the University of Pittsburgh, but she gradually developed confidence to seek out opportunities in television and radio. After starting her journey in news, she received an opportunity to work with the National Lacrosse League to host national content and produce digital content. The job was based in the Philadelphia market, and she felt being situated in the locale could pay dividends.

JAKIB Media Sports hired Kaney in 2021 to host its live postgame show after Eagles football, an opportunity that allowed her to work alongside Marc Farzetta, Derrick Gunn, Mike Missanelli and Seth Joyner. She was simultaneously seeking out additional opportunities and reached out to Mike Golic Jr., who was working for ESPN Radio at the time, and she began to receive offers and inquiries in the area.

“I grew up listening to WIP,” Kaney said. “It was just always very intimidating to me, and he gave me advice that I still think about almost every day to this day, and it’s, ‘If you’re able to host a four-hour sports talk show, everything else is cake. Everything else is easy,’ and that’s the most accurate thing to this day.”

Kaney officially joined Audacy in 2022 as an analyst on the BetQL Network and later became a contributor on SportsRadio 94WIP for its morning drive program with Joe DeCamara and Jon Ritchie. Lending her insights and expertise to the airwaves, she considers herself fortunate to be surrounded by a group of teammates with vast experience in the business.

“I’m pretty witty, and I always say our love language on the WIP Morning Show is kind of giving each other a hard time, so kind of being sarcastic [and] little fun jabs, but I think in everything, I don’t take it too seriously,” Kaney said. “It’s sports, it’s radio, it’s entertainment – people are listening to us on their way to work, they’re trying to start their day off on the right foot. It’s not brain surgery, and just have fun, right?”

Being able to discuss sports four hours a day, despite the early morning start time, is a privilege Kaney recognizes has helped exhibit her personality while sideline reporting. When she is disseminating occurrences and developments gleaned through her work, she tries to impart familiarity to the audience. On top of that, she tries to add detail that the audience may not customarily hear on a broadcast ranging from parenthetical nuance to emotive manifestations.

“I think it’s important to remember that we’re covering sports and we’re covering human beings, and it doesn’t have to be all black and white and we’re not doing brain surgery,” Kaney said. “I think it’s important to add colorful details and background to my reports, and it’s not always good news. A lot of times, what I report on is negative because I’m reporting on injuries, but it’s important to note, like, ‘Well, Quinyon Mitchell went to the blue tent, but his teammates were all supporting him on the sideline.’”

Since she is at the training complex throughout the week and contributing to daily programming, Kaney does not find herself having to complete significant research before the games. On the contrary, she maintains an understanding about the latest narratives surrounding the team and aims to display her awareness and comprehension amid the live game broadcasts.

“The hardest part is not getting too emotional about it, but luckily I haven’t – and I don’t want to jinx it by saying this – but I haven’t experienced a loss yet, so everything’s been pretty positive so far,” Kaney said. “So I haven’t really had to deal with the disappointment, and it stinks that if I do experience a loss, it’ll be the end of the season for me work wise on the sideline as well, but that’s not something I think I would ever let affect my reporting or on-air style.”

Since assuming this new responsibility, Kaney has balanced a busy schedule with her other responsibilities around the marketplace. Outside of her work in radio, she is an in-arena host for Philadelphia Flyers games at Wells Fargo Center, although she recently hosted her first game in about two months. Furthermore, Kaney continues to serve as a weekend sports anchor for Fox 29 Philadelphia, a forum that also permits her to discuss local teams and take on new obligations.

“I’m not reading highlights on the radio, so being able to cover Temple basketball and their wins, I never had an opportunity to really do that, so it gives me reps in that area,” Kaney explained. “I don’t want to say it’s like checking off another box because that diminishes the importance of it, but it’s not like a repetitive job. It kind of helps me make sure I’m up to date on what’s happening in Philly sports, and it provides TV coverage that I don’t have otherwise.”

Through the variety of roles and responsibilities Kaney holds, she acknowledges the fundamental nature of staying healthy and receiving enough rest. Traversing various corners of the sports media landscape amid the football season, she knows the importance of exhibiting a strong work ethic and taking advantage of downtime. Nonetheless, Kaney admits that effectively balancing her schedule and avoiding fatigue is something she is still figuring out.

“I think I need to work on being better at saying ‘No’ to things,” Kaney surmised. “Sometimes, I think a lot of people in the business have this issue where it’s like every opportunity, ‘Sure, I’ll come on your show. Sure, I’ll hop on that,’ and sometimes I have to have a firm talk with myself and say, ‘You got to say ‘No’ sometimes because you need to sleep.”

As Kaney heads to New Orleans to cover Super Bowl LIX, she will enter the final game with aspirations to continue working in the job for years to come while expanding her role with SportsRadio 94WIP. Sustaining her commitment to hone the craft and refine her skills, she will continue to seek feedback from her Eagles broadcast colleagues and station brand manager Rod Lakin. No matter the circumstance though, Kaney looks to illuminate stories and yield positive contributions to the broadcast as the team seeks to reign victorious next weekend from the Big Easy.

“For me, success is gaining respect from my peers and, most importantly, listeners, and making sure that I am a reliable and go-to source of information, but also of entertaining stories, of insightful stories about Eagles players and Philly athletes and teams in general, making sure I am up to date on the storylines,” Kaney said. “And really it’s about respect – just gaining the respect of listeners and also entertaining them at the same time.”

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