Connect with us
BSM Summit
blank

BSM Writers

Let’s Bring Back Local Sales Managers!

“Every good pilot needs a good wing man/woman for optimal success.”

Matt Hendricks

Published

on

blank

As radio and the media industry have evolved over the last few decades with increased consolidation and a much larger corporate structure, the growth of the local AE has suffered. One of the biggest mistakes the media industry has made is gutting middle management in the sales department. As I was coming up in the business in the early 2000’s, I was blessed to have several amazing Local Sales Manager’s who taught me everything from closing techniques to properly conducting a CAN to noticing the little things in a client’s office or place of business that can lead to great dialogue. LSM’s were there in the trenches with their salespeople, guiding them through calls, and leading the conversation at times as the subject matter experts. They helped us push many deals across the finish line. 

Teaching, coaching, development, building confidence, gaining industry knowledge and providing leadership were all a huge part of my development as an Account Executive. I owe almost all of that to the amazing LSM’s I had an opportunity to learn from.

Navigating the media business can be overwhelming at times. How do you build a schedule? How do you do a great CNA (Client Needs Analysis)? How do you incorporate digital into your presentation? Why is that so important?

If corporate leaders and executives want to get better production out of their AE’s, it’s imperative that they hire managers who love coaching and developing people. Those just looking for their next move up the corporate ladder, don’t inspire or get the most out of their teams. A good LSM adds value to an operation. Their position is not one that creates minimal impact.

This is even more critical in selling the talk format. Sports and news talk stations are sold completely different from traditional radio stations. There are many more intricate things you must understand about the talk format, and you’d better have a good coach in the trenches teaching these differences and idiosyncrasies or AE’s will remain average at best. 

Here are 5 reasons why executives need to bring back LSM’s:

#1 – They help cultivate and develop, and turn good talent into great talent

#2 – They serve as subject matter experts, assisting AE’s in closing deals on sales calls

#3 – They help build confidence, team morale, and advance an AE’s knowledge basis at a much faster rate

#4 – They help formulate plans and tactics, which increases closing percentages

#5 – They make AE’s feel more relaxed and confident in client meetings, which in return leads to closing more sales

Just like in the movie Top Gun, every good pilot needs a good wing man/woman for optimal success. If you remove the wing man/woman from the equation, the pilot becomes ordinary or average at best. Corporate media needs to give AE’s back their wing men/women. Hire more LSM’s that truly love coaching and developing talent, and watch your station take flight to new heights!

Barrett Blogs

BSM’s Black Friday SALE on BSM Summit Tickets is Underway!

Jason Barrett

Published

on

blank

Each year I’m asked if there are ways to save money on tickets to the 2023 BSM Summit. I always answer yes but not everyone takes advantage of it. For those interested in doing so, here’s your shot.

For TODAY ONLY, individual tickets to the 2023 BSM Summit are reduced by $50.00. Two ticket and four ticket packages are also lowered at $50 per ticket. To secure your seat at a discounted price, just log on to BSMSummit.com. This sale ends tonight at 11:59pm ET.

If you’re flying to Los Angeles for the event, be sure to reserve your hotel room. Our hotel partner this year is the USC Hotel. It’s walking distance of our venue. Full details on hotel rooms can also be found via the conference website.

Continue Reading

BSM Podcast

Media Noise: What Does The Return of Bob Iger Mean to ESPN?

Demetri Ravanos

Published

on

blank

Demetri Ravanos has questions about Disney going back to the future with Bob Iger. This entire episode of Media Noise is all about what the change at the top of the Walt Disney Company indicates about the future of ESPN.

ITunes: https://buff.ly/3PjJWpO

Spotify: https://buff.ly/3AVwa90

iHeart: https://buff.ly/3cbINCp

Google: https://buff.ly/3PbgHWx

Amazon: https://buff.ly/3cbIOpX

Continue Reading

Barrett Blogs

Mina Kimes, Bruce Gilbert, Mitch Rosen, and Stacey Kauffman Join the 2023 BSM Summit

“By the time we get to March, we should have somewhere between 40-60 participants involved in the conference.”

Jason Barrett

Published

on

blank

The 2023 BSM Summit is returning to Los Angeles on March 21-22, 2023, live from the Founders Club at the Galen Center at the campus of the University of Southern California. Information on tickets and hotel rooms can be found at BSMSummit.com.

We’ve previously announced sixteen participants for our upcoming show, and I’m excited today to confirm the additions of four more more smart, successful professionals to be part of the event. Before I do that, I’d like to thank The Volume for signing on as our Badge sponsor, the Motor Racing Network for securing the gift bag sponsorship, and Bonneville International for coming on board as a Session sponsor. We do have some opportunities available but things are moving fast this year, so if you’re interested in being involved, email Stephanie Eads at Sales@BarrettSportsMedia.com.

Now let’s talk about a few of the speaker additions for the show.

First, I am thrilled to welcome ESPN’s Mina Kimes to the Summit for her first appearance. Mina and I had the pleasure recently of connecting on a podcast (go listen to it) and I’ve been a fan of her work for years. Her intellect, wit, football acumen, and likeability have served her well on television, podcasts, and in print. She’s excelled as an analyst on NFL Live and Rams preseason football games, as a former host of the ESPN Daily podcast, and her appearances on Around The Horn and previously on Highly Questionable and the Dan Le Batard Show were always entertaining. I’m looking forward to having Mina join FS1’s Joy Taylor and ESPN LA 710 PD Amanda Brown for an insightful conversation about the industry.

Next is another newcomer. I’m looking forward to having Audacy San Francisco and Sacramento Regional Vice President Stacey Kauffman in the building for our 2023 show. In addition to overseeing a number of music brands, Stacey also oversees a dominant news/talk outlet, and two sports radio brands. Among them are my former station 95.7 The Game in San Francisco, and ESPN 1320 in Sacramento. I’m looking forward to having her participate in our GM panel with Good Karma’s Sam Pines, iHeart’s Don Martin, and led by Bonneville’s Executive Vice President Scott Sutherland.

From there, it’s time to welcome back two of the sharpest sports radio minds in the business. Bruce Gilbert is the SVP of Sports for Westwood One and Cumulus Media. He’s seen and done it all on the local and national level and anytime he’s in the room to share his programming knowledge with attendees, everyone leaves the room smarter. I’m anticipating another great conversation on the state of sports radio, which FOX Sports Radio VP of programming Scott Shapiro will be a part of.

Another student of the game and one of the top programmers in the format today is 670 The Score in Chicago PD, Mitch Rosen. The former Mark Chernoff Award recipient and recently appointed VP of the BetQL Network juggles managing a top 3 market sports brand while being charged with moving an emerging sports betting network forward. Count on Mr. Rosen to offer his insights and opinions during another of our branding and programming discussions.

By the time we get to March, we should have somewhere between 40-60 participants involved in the conference. My focus now is on finalizing our business and digital sessions, research, tech and sports betting panels, securing our locations and sponsorships for the After Party and Kickoff Party, plus working out the details for a few high-profile executive appearances and a couple of surprises.

For those looking to attend and save a few dollars on tickets, we’ll be holding a special Black Friday Sale this Friday November 25th. Just log on to BSMSummit.com that day to save $50 on individual tickets. In addition, thanks to the generosity of voice talent extraordinaire Steve Kamer, we’ll be giving away 10 tickets leading up to the conference. Stay tuned for details on the giveaway in the months ahead.

Still to come is an announcement about our special ticket rate for college students looking to attend the show and learn. We also do an annual contest for college kids to attend the event for free which I’m hoping to have ready in the next few weeks. It’s also likely we’ll give away a few tickets to industry professionals leading up to Christmas, so keep an eye out.

If you work in the sports media industry and value making connections, celebrating those who create an impact, and learning about the business from folks who have experienced success, failure, and everything in between, the Summit is worth your time. I’m excited to have Mina, Bruce, Mitch and Stacey join us for the show, and look forward to spending a few days with the industry’s best and brightest this March! Hope to see you there.

Continue Reading
Advertisement blank
Advertisement blank

Barrett Media Writers

Copyright © 2022 Barrett Media.