Do You Know The Talent You’re Selling?
"If you don’t know these answers about everyone you sell, stop right now. Send them an email that says you want to take them out to breakfast, lunch, for coffee, for a cocktail, whatever."
NBA Free Agency Provides 4 Valuable Lessons For Brands
"This column isn't about my deflated enthusiasm towards the New York Knicks. It's about 4 key lessons for sports media brands tied to NBA free agency."
Meet The Sales Staff: Mark Miller
"I don’t think I’m the Mick Jagger of sales, but I still like the chase and I still have the energy and the drive to make money. That’s what motivates me."
BSM’s 2019 Sports TV Draft: The Top 30 Shows of All-Time
"30 sports media writers, former TV execs, and social media personalities helped draft the Top 30 sports TV shows of all-time"
You Have To Plan For A Successful Pregame Show
"Plan B’s are sometimes needed. If the subject of Plan A isn’t available, you can’t cancel your pregame show because the first option was a dead end."
Great Answers To Good Questions
"I don’t think selling today is any harder than it was twenty years ago, but I do think that retaining clients is significantly harder than it used to be."
The 2020 BSM Summit is Coming to New York City
It feels like just yesterday that I was standing on a stage at the Grammy Museum hosting the 2019 BSM Summit in Los Angeles....
More Bad Habits From The Broadcast Booth
"I heard from many of my broadcasting peers to point out a few more of these hard habits to break. My apologies to the band Chicago."
The Work Begins Before They Even Know Who You Are
"As sellers, we are always taught to use any advantage we can find. I tell reps all the time, there is nothing that makes this job easy, but there are things that can make it easier."
Correcting Bad Habits In The Broadcast Booth
"I’ve listened back to some of my work this season and noticed a few of these “crutches” and I cringe a little bit. I can only imagine what our listeners are thinking."
