All Sales Are Not The Same
Are all sales the same? I used to tell reps all the time, I don’t care why the client buys – as long as...
Are You Hurt or Injured?
In the movie, The Program, running back Darnell Jefferson (played by Omar Epps) takes a big hit and lay on the ground as his...
Thank You Radio!
I’ve written and said a lot of things about radio in my day and certainly since I started writing this column. But, I realized...
Sports Radio Winter Ratings Report
The winter book isn't always kind to the sports radio format. Although stations may remain atop the ratings ladder with Men 25-54, shares tend...
What Motivates You?
What motivates you?
It’s a pretty standard interview question and one I’ve probably asked to 90% of the applicants I’ve talked to in my days...
WFAN-Mike Francesa Reunion Raises Many Questions
There are times when sports radio news stories break and put me in a very awkward position. I believe strongly in transparency and honesty....
5 Things NOT To Do in Sports Media Sales
Each week as I write, I typically focus on what I believe are some of the right things to do in certain situations. This...
Defining Success in Sports Radio
An old newspaper reporter and I used to have arguments about what success was defined as when it comes to radio. He believed success...
Gordon Borrell Gets The Radio Business…and So Do I
If you work in a sports radio programming department, chances are you haven't heard of Borrell Associates. They're a local media research outfit fronted by Gordon...
Are You Pushing or Pulling?
A question for the managers out there - are you a pusher or a puller?
You’ve most likely heard the saying, “managers push from behind,...
