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Sports Media’s Present & Future Has The Attention of New York Broadcasters

Derek Futterman

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Sports talk radio has considerably evolved since its inception as a bona fide programming format in the late-1980s. The unique, live, intimate connection the host is able to foster with their listening audience at a dedicated time during each broadcast had been something that no other distribution mediums could initially compete with.

As time progressed, though, the media industry caught up to the once-incipient format – and fast. Thus, the consumer gained, and still holds to this day, freedom over what program they wish to consume; when they want to consume it; and where they wish to do so. With television, radio, print, streaming, podcasting, social media and the plethora of blogs and websites available on the internet, the sports talk format, and all media in general, has had to evolve to meet the demand of the consumer, and stand out among the pack while doing so.

Deep in a potpourri of content within a disquieted marketplace, I asked several personalities across sports media to gather their thoughts on how they see the evolution in the business of sports commentary, and what concerns may lie ahead for the traditional, sports talk format.

Q1: What is the biggest misconception people have about sports radio?

Robin Lundberg (Senior Host, Sports Illustrated): “The biggest misconception people have is that it’s easy and lazy. I think there’s a lot more care and energy put into it than the average person would know. Doing a show of any length, particularly solo, is a challenge in and of itself, as is standing out now-a-days. There are so many different outlets through [which] people can hear things, and distinguishing yourself with a voice or characteristics is a challenge.”

Zach Gelb (Host, CBS Sports Radio): “I would say the biggest misconception is that it’s a dying medium. I just think there’s ways that people need to improve heading into the future, but doing radio locally and nationally, I still think it’s very successful, but there just has to be alterations that are made; you can’t really [hold] an antiquated belief and only do things on the radio. I think you need to have more of a digital presence. The best part about radio is the connection and how personable… it can be from the host to the listener, and also how immediate [it is]. If there is a news story… people [can] voice their opinions right away.”

Jon Rothstein (Host, College Hoops Today): “I think the one thing that a lot of people don’t understand about radio and podcasts is how intimate the connection can be between the host and the audience. It’s a much different medium than television and being a columnist or a reporter and connecting with someone via the written word. It’s just not how it was years ago when the majority of people listening to talk radio were in their cars commuting.”

John Jastremski (Host, The Ringer/SNY): “I think the biggest misconception about sports radio is that your caller [does not] add intellect to a show. I think there are a lot of people out there who honestly believe the callers add nothing. I think that’s so outrageous. Just like anything else… you have good callers and bad callers. By having the [live call] element in there, it shows off their creativity and their wealth of knowledge. No matter how a call may be going, it sets the stage and tone to what you, [as a host], are bringing to the table.”

Alan Hahn (Host, ESPN Radio/MSG Networks): “That it’s all hot takes. I don’t think it’s all that, at least it shouldn’t be. I still think it’s storytelling and interaction with callers.”

Q2: Where do you see sports radio’s biggest opportunity for future growth?

Lundberg: “The media industry right now is the wild west. Everyone is trying to figure out what’s going on, where it’s headed and how to monetize it. When I did an early morning show on ESPN, the one opportunity I saw at the time was to be the first podcast out. As a result, I was second in podcast downloads to the Michael Kay Show — because I was one of the first podcasts of the day. Then, I was told we had to focus on the ‘pizza’ before we made the ‘cannolis.’ I said that’s not a good analogy because [a podcast] is the same product [as a radio show except] with a different delivery method. I would say the biggest opportunity remains expanding [to] other mediums and flexing that presence in that way. In order for a radio show to truly succeed, you’re going to have the base, but if you want to get beyond that, the digital presence has to be there as well.”

Gelb: “I would say in the digital space. I think that there’s a lot of stations that obviously need to make those changes. You still use your content on the air, but once a segment airs or a show ends, there are other ways you can put your content out there, [such as in] certain digital content features that you can put out.”

Rothstein: “You have to always be ready to evolve. We live in a day and age that’s much different than it was many years ago. We’re in a time where people are clicking links off of Twitter if they want to consume written or editorial content; it was not like that 20 years ago. As far as sports radio and podcasts go, constantly being aware of the changing trends are what is going to lead to its long-term growth stability.”

Jastremski: “On-demand content. [The consumer] being able to listen when they want, [and] whenever they want, [along with] the ability of the host to be timely when things are happening. If there’s a trade, you don’t have to wait until your time slot [to talk about it]. It’s the idea of getting your voice out there immediately so that the audience hears from you. Some stories will warrant that more so than others, but I think that’s the biggest change now. When there’s something big going on in your market, you have to be able to react instantaneously.”

Hahn: “The on-demand world. I’ve been all over the place. A lot of people are just looking for your content, so I do think on-demand is going to matter the most. A schedule is still a schedule, but sports radio is also about personalities, and people will find those personalities. Sometimes a podcast isn’t the whole show; you just take bits and pieces. The consumption of a show on-demand needs to be more available in a car just as much as it’s available on a phone.”

Q3: How do you measure your effectiveness as talent and the aggregate success of your show?

Lundberg: “Sometimes it can feel like a popularity contest where you are constantly checking for downloads, views, clicks, listens, etc. I think, in radio in particular, one of the things that’s great about it is that it’s a very intimate medium, so you get that immediate feedback from the audience. The first thing you need is self-belief, and belief within your team that you’re putting out a good product. One person in charge might not like it, and the next person in charge might think it’s the coolest thing ever. The second thing comes from the audience response and the feedback you hear. The third is that you can’t ignore the raw numbers; you have to bring in either revenue or ratings, ideally both. If you’re getting big money, it doesn’t matter what the ratings are; If you’re getting high ratings, the money will eventually come.”

Gelb: “The POKE Scale. Passion; Opinion; Knowledge; Entertainment. For me, if you do a show that’s passionate, that gives opinions, that’s knowledgeable, and that’s entertainment, those are the best shows. Ratings determine that, and being able to make a lot of news. I think it’s establishing that connection with the listening audience and then also behind the scenes, developing good chemistry with co-workers and also just really giving 110% each and every day. There are ways to measure it in terms of ratings, and there’s also ways in terms of a healthy work environment.”

Rothstein: “Consistency, having a plan and sticking to it. The biggest thing I learned from my time at WFAN was the consistency Mark Chernoff had at the station. He wasn’t going to alter the lineup if a big event happened or if there was a big story. He had confidence in the product he was putting on the air and their shows. I think when it comes to my podcast, it’s a certain length each and every week. Over time, that consistency has led to great growth, and I’m proud to say that last year was our best year ever. I’m trying to keep building on that without sacrificing the model that works.”

Jastremski: “The idea of generating reaction. In the radio world, ratings tell the story. I can give you the cliché numbers that we want to have good podcast metrics and we want to have as many listeners as possible — that goes without saying. Getting the interaction; the feedback; the needle moving that way — that’s what I’m looking for more than anything. We recently hopped on a Spotify green room after a Mets game [where] we had 200 people in a room [within] five minutes of starting, and I [took] 15 calls. Generating that reaction within your base is how I’m judging whether or not we are doing what we need to do, whether it’s momentum or traffic. I understand that, from an old-school mentality, it’s all about ratings. Obviously, podcast numbers, downloads and subscribers are gigantic, but I don’t want an inactive listener base; I want an active listener base that’s dialed in, engaged and participating in what I’m looking to do.”

Hahn: “I used to measure it with ratings [when] I was local. That seemed to be the be-all, end-all [and] how you bragged about your success. Feedback has become the more important one. It’s not just feedback from listeners, but also the people at your business and, to be honest with you, I [had] never really considered it before. Being on a national platform, I think what athletes think of the show is [also] important because that also drives the idea [of if you] are talking about what matters. I feel like ratings are so antiquated of a system that there’s no way that’s the [sole] indicator.”

Q4: What do you consider to be sports radio’s biggest area of concern now and moving forward?

Lundberg: “Is hosting a sports radio show enough? As things do change with platforms, we’ve seen podcasts, Sirius XM and digital platforms emerge. The way people get their media has changed rapidly over the last few years. Luckily, sports radio’s steady base has been able to help it survive through it, but if you’re going to be a true crossover star right now, can you do that primarily through radio?”

Gelb: “I would say it would be improvements in the digital space. I think that’s something people really need to focus on. I think companies need to be careful in understanding that Twitter does not reflect [whether you’ve had] a successful show or not. Sure, if you have a host with a bunch of followers, or [put] out a viral video, great — but a lot of the comments on any social media are going to be negative. I think it’s important that radio stations do as much as they can digitally, but I would not let the comments make the program director’s decisions if a show is successful or not.”

Rothstein: “There are so many ways for people to get information. People are not really in the business anymore of consuming things for longer periods of time. People have interest in watching videos on their phone instead of listening to the radio or watching a long-term show. When people are driving, there are so many different options.”

Jastremski: “I think the biggest challenge for any of these sports radio or podcast markets is [determining] how you stand out. There’s so much out there; what makes you unique; what makes you special; what makes you different from a host standpoint, a brand standpoint, a market standpoint. That to me is what I’m kind of looking at down the road as to what might be an obstacle for sports radio; there’s so much out there now. When sports radio started in the late-80s and 90s, they were the only game in town. Now, that’s no longer the case. I think for each talent and or each platform, what makes you different, what makes you unique, what do you bring to the table that somebody else doesn’t. Not just from a program director’s standpoint, I think that has to be the focus for hosts. It’s not that you want to reinvent the wheel and be crazy different, but you want to stand out. If you stick to that, you can have a ton of success.”

Hahn: “Podcasts. Everyone has one now. There’s also a million sports talk radio stations and a lot of shows. Everyone is trying to become the ‘next something’ of this realm. It’s so easy to get lost in that sea; it’s very hard. The oversaturation of sports talk; anyone can do it because the technology is there. That’s a great thing, but the oversaturation just starts to become white noise. There isn’t a delineation of who are the professionals [that] are doing this for a living, who put the time in and who is just regurgitating what they saw on SportsCenter or FirstTake. The saturation of this type of media in the last five years has created a feeling of white noise among content.”

Q5: If there’s one thing upcoming hosts should be prioritizing in order to be successful in the future, what would that be and why?

Lundberg: “I think that comes with knowing what the audience wants. The one thing that doesn’t go away is the instinct of what people care about. The Jordan vs. LeBron debate is the bread-and-butter of what sports talk is: two people arguing about it on barstools. Stories aren’t going anywhere; sports aren’t going anywhere. Knowing how to read what the audience wants and then spin it in a way that is unique to your program is most important.”

Gelb: “You have to have the work ethic. You have to have the reps. And you have to find a way to develop a connection with the audience that makes you stand out differently from the others. Everyone can give an opinion about sports, but can you give an opinion, and can people believe that opinion is authentic, and does it make the person want to come back and stay throughout the show?”

Rothstein: “Authenticity. You hear so much that people want to be the next this person or that person. You have to be the first and version of yourself because there’s only one of us.”

Jastremski: “Watch the damn games — simple as that. I think there’s way too many folks out there who don’t know what they’re talking about. I think it comes across, and it’s easy to point out if you’re a listener. You don’t need to be drooling over the box score of every game that’s played, but in order to formulate the best possible opinions that you can, you have to be dialed in and you have to have a sense of what’s going on around the teams that you covered. That might sound like a real simple answer but in order to have those opinions, you have to watch the games.”

Hahn: “Compelling conversation. You’ve got to be able to not just have a guest, but make it a listenable conversation. I think the most successful people in this business are great at that. Everyone just wants to be the first one to say something or have a crazy reaction to something. To get an athlete or a former player to relax to a point where they can tell you something that can take you into the world that regular people are not privy to makes it a compelling listen. Relaxing the guest and making them feel like they are in a room hanging out is a great conversation. If the guest is boring, it’s your fault [as the host] that they are boring.”

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Pregame Shows Have to Stop Ridiculous Pretend Pep Talks

“Audiences want access, but they want real access. Adults playing make believe is the peak of cringe TV.”

Demetri Ravanos

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Lou Holtz, Stephen A. Smith and Jimmy Johnson give pregame pep talks on pregame shows.

ABC caught a lot of deserved heat for its pregame show on Sunday. What was supposed to set the stage for a huge Game 7 between the Knicks and Pacers in the NBA Playoffs was actually something out of Stephen A. Smith’s fantasy. The show was more about the Knicks than it was anything else going on in basketball, but it was more about him than it was about the Knicks.

The network showed Smith’s arrival to the arena. To me, that was the peak example of just how bad the show was. It wasn’t the worst moment though. Sure, showing an analyst’s walk-in alongside each team’s biggest star was a new low in self-indulgence, but it didn’t match the pep talk.

Stephen A. Smith is not the first analyst to give one of the teams playing in the featured game his version of the pep talk. ESPN used to make this a regular feature of College Football Final when Lou Holtz was on the show. We saw it earlier this year on FOX NFL Sunday when Jimmy Johnson delivered an over-the-top speech to the Dallas Cowboys via the television during a halftime report.

I wish I knew whose idea this was. Who was the first producer to tell a former coach or player that they needed to give the audience an idea of what they would be doing in the locker room right now? I’d like someone to point that person out so I could slap the hell out of them.

Audiences want access, but they want real access. Adults playing make believe is the peak of cringe TV. I would rather watch literally anything else.

Even before the ManningCast, networks had learned that the access the audience wants is explanation, not bluster. Look, you won’t find a bigger critic of Urban Meyer as a coach than me, but I will be one of the first to tell you that he breaks down plays and decision making as well as anyone on TV. I understand the chess match between the coaches better after watching Meyer with a telestrator. I trust Nick Saban will bring that same quality, maybe even at a higher level, to College GameDay this season.

The men and women hired as analysts are smart. Regardless of the sport, if you’re hired to be part of a pregame show, chances are you have played the game. You have been in the locker room in these moments. You don’t have to convince the audience. They know it’s true.

Sports media is in a really interesting place. I have written before that I struggle to see how ESPN can justify a raise or a long-term extension to Stephen A. Smith in a landscape where the audience tells us over and over again that the only thing that really makes a difference to them is live games.

Star power matters because networks aren’t giving out the kinds of contracts they once did. Maybe that is why the former players and coaches don’t push back when asked to make fools of themselves in this way. They can tell us it’s about their personal brand, but if you’re doing something the audience isn’t responding to just because it puts you in the spotlight, are you building anything?

Pretend pep talks do not work. Does your respect for someone grow when you watch them get worked up over a situation they have imagined in their head? Probably not.

I have seen some studio shows take a moment and ask the former coach at the desk how they would respond to it. That makes a lot more sense. 

“Coach, the Panthers are headed to the locker room down seven and it can be pinned directly to Bryce Young throwing a pick six earlier this quarter. His rhythm has been off since then. What are you telling the young quarterback right now to get him ready for the second half?”

Analysts are supposed to be experts. The audience is supposed to feel like the analyst’s opinions have more weight than their own. Answers to direct questions give the audience insight.

My problem with so many studio shows is there is a lot of noise and not much being said. Everyone wants me to think the fellas are having a great time, so the laughter is over the top and every highlight is accompanied by a series of catchphrases that have caught on with no one. I’m not saying that I want studio shows to be completely devoid of fun. I just don’t want my time wasted.

That’s all pretend pep talks are. They’re just noise that waste my time. I don’t know a better way to describe what I saw Sunday on ABC.

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John Murphy Wanted to Go Out on His Terms as the Voice of the Buffalo Bills

“I guess I never appreciated the fact that the fans were paying that much attention.”

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Graphic of longtime Bills announcer John Murphy
Courtesy: Buffalo Bills

It’s always hard to say goodbye to a job that you love, especially when it’s under unfortunate circumstances. The Buffalo Bills organization and their many fans throughout Western New York were saddened to find out a couple of weeks ago that longtime Bills radio announcer John Murphy would be stepping away from the play-by-play position after 35 years in the radio booth.  Murphy spent 16 years as a color analyst and 19 years as the play-by-play announcer, but he continues to recover from a stroke that he suffered on January 1st 2023.

For the veteran broadcaster, the reality set in that it was time to step aside.

“I’m disappointed,” said the 67-year-old Murphy during a phone conversation last week with Barrett Sports Media.  “I’m nearing the end anyway, but you’d like to go out on your own terms and finish the way you want to finish and I’m not able to do that.  It’s disappointing but by the same token, there’s no way I can do the games talking the way I currently talk so I think it makes sense.”

Not long after the announcement, there were people, including former players Stevie Johnson, Alex Van Pelt and Ryan Fitzpatrick, who reached out to “Murph” to share their feelings about him.  Murphy also heard from so many fans and that was overwhelming to him to find out just how much he meant to “Bills Mafia.”

“It meant everything really,” said Murphy who was inducted into the Buffalo Broadcasters Hall of Fame in 2019.  “I guess I never appreciated the fact that the fans were paying that much attention.  You do this for so long and your kind of alone with the four or five who are on the air and honestly you don’t think anybody is listening. It’s pretty important, I guess, to people and that makes it fun, and it makes it gratifying for me.”

From a personal standpoint, Murphy was extremely important to me when I was a student at Buffalo State College (now Buffalo State University) from 1985 to 1989.  Nobody in my family had ever been in broadcasting but it was my dream to do it and every young broadcaster needs a mentor.  I’m proud to say that Murphy was one of them during my college years always willing to talk to me when I would see him at games that I covered for WBNY, my college radio station.

Words cannot describe what this man meant to me and my career.

We shared a lot of good times back then, especially when he hosted a sports talk show on WBEN and I would be a frequent phone caller “Peter from Porter Hall at Buff State”.  I can’t tell you how many times I would call in to the trivia contest and the prize always included tickets to a local sporting event and a bucket of chicken wings from “Rooties”, a popular restaurant in the Buffalo area back then.

To this day, it has been an honor and a privilege to call him a friend and to be able to stay in touch.

For Bills fans, it was an honor and a privilege to have a true professional like Murphy in the broadcast booth.  As the color analyst, he worked with legendary Bills play-by-play voice Van Miller from 1984 to 1989 and then again from 1994 to 2003.

“Van was great,” said Murphy.  “I learned so much about not getting in the way of the play-by-play announcer and letting him have his time and enough time to set up the play and to finish the play.  It was great to see him do that, and I learned a lot.  I learned almost everything from Van as far as the right way to do things.  He will never be matched as far as I’m concerned with the play-by-play job he did here.”

Following Miller’s retirement, Murphy slid over to assume the duties as the play-by-play voice in 2004.  It’s never easy to replace a legend, but that’s what Murphy did, and he was well prepared for the task at hand.

“I had huge shoes to fill,” said Murphy.  “I feel like, 19 years later, I’m still working on filling them.  I don’t think I ever matched what he did and the way he painted the words.  It was a great education and a great way to learn how to do it the right way.”

Miller was the Bills’ play-by-play voice through the glory years of going to four straight Super Bowls following the 1990 through 1993 seasons.  After Murphy took over as the “Voice of the Bills,” the great moments were few and far between.  In fact, the Bills suffered through a 17-year absence from postseason play, an era of futility that ended in 2016.

After a long wait, Murphy was finally the voice of a Bills team that was making Buffalo sports fans talking proud again and giving them a reason to shout.

“We had a rough go,” said Murphy.  “I was the voice of the playoff drought.  To break through that threshold and to get in the playoffs each of the last five years now has made all the difference in the world.  It’s a different game when the team is a contender and the Bills have been contenders for five years now so that’s been good and good to see.”

A native of Lancaster, New York and a graduate of Syracuse University, Murphy was able to spend his final seasons with the team calling some incredible moments, many of them that brought Bills fans out of their seats at Highmark Stadium but also a few that ended their seasons before being able to get back to a Super Bowl.

There are a couple of moments that stand out.

“There was Taron Johnson’s interception against Baltimore (AFC divisional playoff 2021) in the playoffs which he ran back 101 yards for a touchdown,” recalled Murphy.  “That was an incredible play.” 

That was a great moment but there was also a sad moment that he will always remember.

“The game that sickened me the most was the loss at Kansas City that went back and forth with Mahomes and Josh Allen,” said Murphy of the classic 2022 AFC Divisional Playoff game won by the Chiefs in overtime 42-36. 

“With 13 seconds to go, Josh had the lead, and they gave up the lead and lost to Kansas City.  That was a bitter loss, but it was really a fun game to work.”

As Murphy steps away from the booth, Chris Brown is expected to be named the new radio voice of the Bills.  In Murphy’s absence, Brown finished up the 2022 season and did play-by-play for the entire 2023 season.

Murphy, who had to replace a legend in Van Miller, believes that Brown is the right man to fill his shoes.

“I’m happy for him,” said Murphy.  “Chris has a great understanding of the way things work in the league and the way players are acquired and signed and he does his homework too.  I think he’s great and will do a great job.”

While Murphy has stepped away from the play-by-play duties, he still hopes to be a part of the Bills’ gameday broadcasts.  If his speech improves by September, the plan is for Murphy to provide one or two-minute features on the pre-game show.

“I hope so,” said Murphy.  “That remains to be seen but I’m hoping that’s the way it goes.”

And so is everyone in Western New York that has been accustomed to hearing Murphy on the broadcasts for so many years.  Aside from the continued excitement about the Bills being a perennial playoff team, Murphy shares in the excitement of the organization and the fans about the new stadium that is currently under construction.

Without an agreement for a new home in the Buffalo area, there was a good chance that the Bills would have been forced to relocate to another market.

“You drive by there and you can sense that this is real and this is happening and the Bills are here to stay,” said Murphy.  “It’s very exciting and very exciting to see that the Bills are implanted in Western New York for years to come now.”

I mean no disrespect to so many other radio play-by-play announcers in the NFL, but I have to admit something. Whether it was my time at SirusXM NFL Radio or my current run at Infinity Sports Network (formerly CBS Sports Radio), I always looked forward to working on an NFL Sunday, Thursday or Monday and using John Murphy’s play-by-play calls on my updates.  As long as the Bills won, I always used his highlights.  I’ll miss those calls (but not the ones when the Bills beat the Jets) and so will Bills fans. 

Here’s hoping for his health to continue to get better and that he could still be a part of the Bills broadcasts in some small way going forward.

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Seller to Seller: Scott Speropoulos, Audacy Memphis

“I was that guy when it’s fourth and long and no time left, give me the ball.”

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Graphic for a Seller to Seller feature with Scott Speropoulos

Sometimes when you meet people, you just know immediately they’re someone you could hang out with, watch a game and have a beer (or two). Scott Speropoulos, the General Sales Manager for Audacy’s four stations in Memphis is one of those. He is high energy, a great talker and comes complete with that great southern charm and accent.

Scott knows a thing or two about media sales, too, something he has been involved with in some capacity for most of his 25-plus year career.  He started in radio as a remote coordinator before going to work for a startup television station. Along the way, he sold print as well, managed in radio, managed in print, was a Director of Sales in television and then the pandemic hit. That’s when Scott decided, “It’s time to come home, I’m back here again.”

At the end of 2020, Speropoulos returned to the group of stations he had been with from 2005-2007, which now includes 92.9 ESPN the dominant sports radio station in the market.

When asked what made him a great seller when he was getting started, he said, “I just got out there and hustled. The Director of Sales from another station called me and said, ‘Everywhere my people go, they are finding your business card, so you are going to come work for us.’ Just getting out there and hustling and getting my name built and my reputation and I tried to meet with as many people as possible.”

Speropoulos talked about what led him to pursue management opportunities after he had been selling television for six years. He said selling the television station started to feel a little bit like “Groundhog Day.” He said he looked to his younger days as an athlete and thought about how well he generally had performed under pressure.

“I was that guy when it’s fourth and long and no time left, give me the ball,” he said. “The TV station had people who had been there for a long, long time and they were not planning on retiring any time soon. And it just so happened the radio stations I had started with needed a National Sales Manager and had me come over and sell for a year and then I got the NSM role…it was just that personal challenge of taking the next step in my career.”

Clearly Speropoulos has seen many changes in our business since his sales career began back in 1997. “Back when I started, it was you buy a spot on TV and you sprayed and prayed,” he said. “Now, we’ve got so many digital capabilities where I can take more of that sniper approach. Tell me exactly who you are looking for and I can bring you those people…I can get those people without you having to waste advertising dollars on people that don’t make sense for you.”

He talks a lot about the culture of the Audacy Memphis office and says the group of air talent he works with do a great job working with the sales team and their clients.  “I am lucky because my guys here, the culture we have here is everyone is pulling on the same rope together, we all want to help each other.”

Speropoulos recently grew his sales team by one and said he found a lot of people applying who seemed scared about commission sales and “wanted everything guaranteed.” He said being a big fan of former Alabama head coach Nick Saban, it is all about discipline with him when it comes to who he is looking for.

“I can teach you sales, but I can’t teach you self-discipline. It’s someone who makes those decisions every day and knows that it’s five o’clock but goes ahead and makes that extra call. And someone who is willing to constantly learn because the world of digital changes every day. There is going to be something new that comes out tomorrow and they’ve got to be able to adapt. We can’t have anyone who is just set in their ways and says they cannot sell digital.

“It’s being disciplined. It’s making those right decisions. You have the autonomy to go to lunch whenever you are ready. Are you going to take that hour and a half lunch, or do you take a lunch where you could make an impact somewhere? Am I going to make cold calls today or am I going to push that off until Friday?

“It’s the person who makes the strong decisions and the tough decisions that hold themselves accountable. I can’t babysit you. I can’t be as tough on you as you are going to be on yourself so that’s what I am looking for, someone who is going to hold themselves accountable, someone who is going to make the tough decisions. Someone who is striving to do better every day.”

92.9 ESPN made a change in afternoon drive a little more than a year ago when Gary Parrish left for a new position and former Memphis Tigers offensive lineman Gabe Kuhn took over. Many times, changes or noise in the industry can rattle a sales team. Speropoulos said he always tells his team to focus on what they can control.

“Focus on the strategy that we have put in place for that specific client and see it all the way through,” he said. “If we stay true to what we put in place that we know is going to work, who cares if the DJ leaves tomorrow. Our goal is to help them grow their business and bring them quality consumers. If we stay true to what we believe in, all that other stuff is noise.”

Scott believes today the key is for sellers to work with clients to drill down on what their ideal target is before creating a campaign and then pick the best products that fit how to reach that person. He also said sellers have to remain on top of the changes and new products that can help their clients.

“There’s going to be new technology that we haven’t even fathomed yet that we are going to be able to utilize. So, it’s staying on top of our toes, staying educated and embracing the change as it comes.”

When asked what he does to keep it fun and rewarding for his sales team he said, “In my group everyone is a little different. Some like trophies, some would rather just go out and have a beer.

“People don’t care how much you know until they know how much you care. I care about every single person here and I make sure they’re happy and I put their needs ahead of mine. We have a great team. They care about how we achieve as a team.”

They have achieved quite a bit since flipping to sports in 2009 and seem headed for continued success with Scott Speropoulos heading up the sales team. He is all about the team and nobody, as they say in the south, getting ‘too big for his britches.’

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