Tag: Sports Radio Sales
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Lessons From The Meanest Client I Ever Met
"I remember thinking that she would probably have made a pretty good sales manager. A very mean sales manager, but a good one, nonetheless."
The BSM 64: 16 Reasons We Lose A Sale
"Don’t ever lose thousands of dollars over hundreds of dollars."
You Don’t Have To Give In To Every Client Request
"In a lot of these cases, we’ve become our own worst enemy"
Blocking And Tackling In The Sales World
"No matter what lies ahead for the industry, finding decision makers who want to invest in their businesses and use our products to do so, is always going to be our main assignment."
Dave Greene’s Best Columns of 2018
"BSM Columnist Dave Greene reflects back on some of his favorite columns from the past year."
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...
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...
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...
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...