Giving Thanks In The Sales Department
I believe it might be law that when one is writing a column this close to Thanksgiving, you must write about what you’re thankful for. ...
How Not to Get a Job in Sports Radio: Sales Remix
Last week, Jason Barrett posted a blog titled “How Not to Get a Job in Sports Radio” outlining a myriad of ways you can blow...
How Not To Land a Job in Sports Radio
It's happening right now. In fact, it happens every day. But nobody is there to stop you from hitting the send button before damage...
Your Customer Isn’t Always Right
Much like we know any publicity is not really good publicity, your customers aren’t always right. In fact, I’d venture to say in my...
All-Star Cast Assembled for the 2019 BSM Summit
If you follow me on social media, chances are you're aware of the upcoming BSM Summit in Los Angeles. The conference takes place February...
A Letter to a Young Salesman
Ever wonder what you’d say to your younger self, the person you were when you just started in sports media sales? Here’s what I’d...
Divorce Was Inevitable For the Oakland A’s and 95.7 The Game
On Friday afternoon, the Oakland A's took an unusual approach to signal the end of their relationship with flagship radio station 95.7 The Game....
Let the Client Decide How Much They Want to Spend
One of the biggest mistakes we can make in media sales is to decide what it is our client or prospect can or cannot...
Don’t be Afraid to Walk Away
Let’s talk about one of the hardest things to do in our line of work: walking away.
Yes, believe it or not, there are reasons...
Selling Advertising Starts With Selling Yourself
In my office hangs a small sign that (in part) reads: “You are not in the sales business, you are a marketing consultant who...
