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11 Ways To Be A Better Sales Meeting Participant

“Being more active in meetings not only can help you improve your sales performance but it can also levitate your image with your peers and boss.”

Jeff Caves




One of the most frustrating things a sales meeting leader experiences when he looks out is seeing a staff that is half asleep, playing on their phone, or acting like they can’t wait to be anywhere else. If that staff also doesn’t speak up or participate, you have a group who is doing their best to discourage the manager from having meetings and wasting everybody’s time. 

That always chaps my ass. It is your reputation as a person and professional that is on display to anybody who is there. Do you want your peers to think you don’t know what is going on or are an arrogant know-it-all? Keep that act up at your sales meetings. I used to entertain myself by taking photos of people asleep, bored off their ass and playing on their phone at meetings. Usually these behaviors were most noticeable when we were conferenced in on a training or corporate call or video. 

The most noticeable behavior at the weekly sales meeting is total silence. It is one of the reasons I never wanted to regularly lead or attend those gatherings. Maybe this column can affect that in a small way. Being more active in meetings not only can help you improve your sales performance but it can also levitate your image with your peers and boss.  

With that in mind, here are 11 ways to be a better, more productive participant in a sales meeting. 


Make an offer to cover an area you know well in advance of the meeting. If you had a great objection from a client or success story make a casual reference to your boss and say “ that may be a good thing to share in the meeting Monday.” The bottom line is if you don’t like what is being offered on the agenda, make better suggestions. It is your time as well and I don’t think you will be fired for giving input. 

You may want to wait til asked for meeting agenda input or approach the manager once you have been there for 3 months or so. Work on your approach when you do this. Managers are like important clients, proceed with caution and respect. But, you can make them look good and feel a helluva lot better. 


Listen to who is speaking by looking at them. Be encouraging in your demeanor. Nod when you agree. Laugh when appropriate even if it’s a stupid joke. At least it is an attempt by your manager to entertain and not hammer you. If you don’t understand a point some makes asks a respectful question for clarification.  


Turn off your phone. Put it face down. If on a video call, close your door, get help to keep it quiet around you and don’t take the meeting in a public space if you can help it.  


Get involved in your meetings by offering to take on a role. Improve your meeting experience. Here are a few:  

  • TIME KEEPER: Offer to be the person who keeps meeting segments on time by signaling to your manager or the group. 
  • HOST: For example, if you are known as a good paperwork person offer to host a meeting segment on production orders or modifications. Or, take on the latest software conversion and explain it to the group. 
  • SCOREKEEPER: Record action steps and key meeting notes. Distribute to the group. This is a great role for newbies and people who are more reserved and don’t like to speak up at meetings. 


This tip goes without saying. It doesn’t matter whether you’re meeting in the office or virtually, you have to show up on time. Being late for meetings is disrespectful and serves as a major distraction for everyone in attendance. Being on time is arguably one of the easiest things you can do to be a better meeting participant. 

It doesn’t take a lot of effort and it’s something you should be doing anyways. When you show up late, you’re not only wasting everyone’s time, but you may also be missing out on crucial information that’s required for you to do your job well. 


Feedback is a gift, and the host will likely agree. Not only does providing feedback help the recipient improve, but it also demonstrates that you were attentive enough during the meeting to derive something valuable. 

A healthy and strong culture starts with feedback, and Fellow enables your team to share real-time feedback on meetings, projects, and performance. Fellow also boasts a library of templates you can leverage to make sure you’re covering all of your bases when you set out to provide feedback. 


Meeting etiquette varies from organization to organization, but the principles remain the same. To be a better meeting participant, you need to know how to properly conduct yourself during meetings. Whether you’re meeting in person or virtually, there are certain things you just don’t do during a meeting. Basic meeting etiquette tips include, but are not limited to: 

·       Showing up on time and ending the meeting on time

·       Remaining respectful and attentive 

·       Muting your mic when you aren’t speaking 

·       Reviewing reading materials before the meeting 

·       Limiting distractions and blurring your background 

·       Dressing appropriately and working from a serene workspace 

·       Only speaking when you’re called on or during appropriate conversational periods 


Taking meeting notes is imperative. Doing so helps you retain crucial information and provides you with context and a reference point to look back on. It can also be a great tool to leverage if you don’t want to interrupt the speaker. If you’re eager to chime in or share your opinion, it may be best to take notes and bring up your point at a more appropriate time. Waiting until the host calls on you or opens up the floor for discussion will ensure you don’t derail the meeting. 


If you’re wanting to be more attentive, maintaining eye contact is key. Consistent eye contact not only demonstrates that you’re attentive and engaged with the speaker, but it also helps to build trust and rapport. Oftentimes non-verbal communication methods (like eye contact) speak volumes when compared to verbal cues. Maintaining eye contact with the speaker shows that you’re actively listening and paying attention. 


Asking questions is a great way to get involved and participate in meetings. Asking strategic questions demonstrates your attentiveness and may also help you gain a deeper understanding of the subject matter. You may be surprised by how many people have the same questions as you do, which is why you should never feel bad about speaking up! 

Asking questions is great, but it’s important that you form your questions strategically. It’s important to only ask questions to which you can’t find the answers on your own. You shouldn’t ask questions just for the sake of asking; instead, ask questions only to deepen your understanding of the subject matter. 


The meeting host often circulates valuable reading materials before the meeting. These reading materials are circulated because they’re fundamental to the meeting and typically provide more context into a subject to be discussed during the meeting, so it’s imperative that you take the time to read them. 

Not taking the time to read these materials in advance may come off as disrespectful, and it may lead to the host not taking the time to provide additional context in the future. Appreciate the time and energy they put into providing you with this additional information. 

Are you ready to be a better meeting participant? 

If you’re used to meeting frequently, you may not have even realized that you could have been stepping up your meeting game. Luckily, it’s not too late to improve and now is just as good of time as any to be a better meeting participant. Being a great meeting participant is all about being present, involved, and attentive. If you participate frequently, limit distractions, and contribute to the discussion, you’ll become a better participant in no time.

BSM Writers

Is There Still a Place for Baseball Talk on National Sports Shows?

“Its struggle has been the same since the beginning of television. There is too much baseball for any regular season baseball game or story to have national significance.”

Demetri Ravanos




Last week at the BSM Summit, I hosted a panel focused on air checks. I wish I could say we covered the topic thoroughly, but we got derailed a lot, and you know what? That is okay. It felt like real air checks that I have been on both sides of in my career. 

Rob Parker of The Odd Couple on FOX Sports Radio was the talent. He heard thoughts on his show from his boss, Scott Shapiro, and from his former boss, legendary WFAN programmer Mark Chernoff. 

Baseball was the topic that caused one of our derailments on the panel. If you know Rob, you know he is passionate about Major League Baseball. He cited download numbers that show The Odd Couple’s time-shifted audience responds to baseball talk. To him, that proves there is not just room for it on nationally syndicated shows, but that there is a sizable audience that wants it.

Chernoff disagrees. He says baseball is a regional sport. Sure, there are regions that love it and local sports talk stations will dedicate full hours to discussing their home team’s games and roster. National shows need to cast a wide net though, and baseball doesn’t do that.

Personally, I agree with Chernoff. I told Parker on stage that “I hear baseball talk and I am f***ing gone.” The reason for that, I think, is exactly what Chernoff said. I grew up in Alabama (no baseball team). I live in North Carolina (no baseball team). Where baseball is big, it is huge, but it isn’t big in most of the country. 

Now, I will add this. I used to LOVE baseball. It is the sport I played in high school. The Yankees’ logo was on the groom’s cake at my wedding. Then I had kids.

Forget 162 games. Even five games didn’t fit into my lifestyle. Maybe somewhere deep down, I still have feelings for the sport, but they are buried by years of neglect and active shunning.

Its struggle has been the same since the beginning of television. There is too much baseball for any regular season baseball game or story to have national significance. 

Me, and millions of sports talk listeners like me, look at baseball like a toddler looks at broccoli. You probably aren’t lying when you tell us how much you love it, but damn it! WE WANT CHICKEN FINGERS!

A new Major League Baseball season starts Thursday and I thought this topic was worth exploring. I asked three nationally syndicated hosts to weigh in. When is baseball right for their show and how do they use those conversations? Here is what they had to say.

FREDDIE COLEMAN (Freddie & Fitzsimmons on ESPN Radio) – “MLB can still be talked nationally IF there’s that one player like Aaron Judge or Shohei Ohtani can attract the casual fan.  MLB has definitely become more local because of the absence of that SUPER player and/or villainous team.  I wonder if the pace of play will help bring in the younger fans that they need, but the sport NEEDS that defining star that is must-see TV.”

JONAS KNOX (2 Pros & a Cup of Joe on FOX Sports Radio) – “While football is king for me in sports radio, I look at baseball like most other sports. I’m not opposed to talking about it, as long as I have an angle or opinion that I am confident I can deliver in an entertaining manner. A couple of times of any given year, there are stories in baseball that are big picture topics that are obvious national discussions. 

“I think it’s my job to never close the door on any topic/discussion (except politics because I don’t know anything about it).

“But also, if I’m going to discuss a localized story in baseball or any other sport for that matter – I better have an entertaining/informed angle on it. Otherwise, I’ve let down the listener and that is unacceptable. If they give you their time, you better not waste it.”

MAGGIE GRAY (Maggie & Perloff on CBS Sports Radio) – “While I was on WFAN there was almost no amount of minutia that was too small when it came to the Mets and Yankees. On Maggie and Perloff, our baseball topics have to be more centered around issues that can be universal. For example, ’Is Shohei Ohtani the face of the sport? Is Ohtani pitching and hitting more impressive than two sport athletes like Bo Jackson and Deion Sanders? Do you consider Aaron Judge the single-season homerun king or Barry Bonds?’ Any baseball fan or sports fan can have an opinion about those topics, so we find they get great engagement from our audience.”

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BSM Writers

Who Can Sports Fans Trust Once Twitter Ditches Legacy Verified Blue Checks?

The potential for Twitter chaos after April 1 is looming.

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As of April 1, Twitter will finally make a dreaded change that many will view as an April Fools’ prank. Unfortunately, it won’t be a joke to any user who cares about legitimacy and truth.

Last week, Twitter officially announced that verified blue checkmarks will be removed from accounts that have not signed up for a Twitter Blue subscription. Previously, accounts whose identity had been verified were allowed to keep their blue checks when Twitter Blue was implemented.

But shortly after Elon Musk purchased Twitter and became the social media company’s CEO, he stated his intention to use verification as a revenue source. Users would have to pay $8 per month (or $84 annually) for a Twitter Blue subscription and blue checkmark verification. Paying for blue checks immediately set off red flags among users who learned to depend on verified accounts for accredited identities and trusted information.

The entire concept of verification and blue checks was simple and effective. Users and accounts bearing the blue checkmark were legitimate. These people and organizations were who they said they were.

As an example, ESPN’s Adam Schefter has faced criticism for how he framed domestic violence and sexual misconduct involving star NFL players, and deservedly so. But fans and media know Schefter’s tweets are really coming from him because his account is verified.

Furthermore, Twitter took the additional step of clarifying that accounts such as Schefter’s were verified before Twitter Blue was implemented. He didn’t pay eight dollars for that blue checkmark.


The need for verification is never more vital than when fake accounts are created to deceive users. Such accounts will put “Adam Schefter” as their Twitter name, even if their handle is something like “@TuaNeedsHelp.” Or worse, some fake accounts will create a handle with letters that look similar. So “@AdarnSchefter” with an “rn” in place of the “m,” fools some people, especially at a quick glance when people are trying to push news out as fast as possible.

Plenty of baseball fans have been duped over the years by fake accounts using a zero instead of an “o” or a capital “I” instead of a lowercase “l” to resemble Fox Sports and The Athletic reporter Ken Rosenthal. That trick didn’t get me. But when I covered Major League Baseball for Bleacher Report 10 years ago, I did fall for a fake Jim Salisbury account that reported the Philadelphia Phillies traded Hunter Pence to the San Francisco Giants. Capital “I,” not lowercase “l” in “Salisbury.” Pence was, in fact, traded to the Giants two days later, but that didn’t make my goof any less embarrassing. I should’ve looked for the blue checkmark!

But after April 1, that signifier won’t matter. Legacy blue checkmarks will be removed from accounts that haven’t paid for Twitter Blue. Some accounts that were previously verified might purchase a subscription to maintain that blue check. But those that were deemed legitimate prior to Musk taking over Twitter likely won’t. (There are also rumors that Twitter is considering a feature that would allow Twitter Blue subscribers to hide their blue check and avoid revealing that purchase.)

That could be even more true for media organizations, which are being told to pay $1000 per month for verification. Do you think ESPN, the New York Times, or the Washington Post will pay $12,000 for a blue check?

We’ve already seen the problems that paying for verification can cause. Shortly after Twitter Blue launched, accounts pretending to be legacy verified users could be created. A fake Adam Schefter account tweeted that the Las Vegas Raiders had fired head coach Josh McDaniels. Users who saw the “Adam Schefter” Twitter name went with the news without looking more closely at the “@AdamSchefterNOT” handle. But there was a blue checkmark next to the name this time!

The same thing occurred with a fake LeBron James account tweeting that the NBA superstar had requested a trade from the Los Angeles Lakers. There was a “@KINGJamez” handle, but a “LeBron James” Twitter name with a blue check next to it.

Whether it’s because fans and media have become more discerning or Twitter has done good work cracking down on such fake accounts, there haven’t been many outrageous examples of deliberate deception since last November. But the potential for Twitter chaos after April 1 is looming.

If that seems like an overstatement, it’s a very real possibility that there will be an erosion of trust among Twitter users. Media and fans may have to take a breath before quickly tweeting and retweeting news from accounts that may or may not be credible. False news and phony statements could spread quickly and go viral across social media.

Even worse, Musk has announced that only verified Twitter Blue accounts will be seen in your “For You” timeline as of April 15. (He can’t claim it’s an April Fools’ Day joke on that date.)

Obviously, that carries far more serious real-world implications beyond sports. Forget about a fake Shams Charania account tweeting that Luka Dončić wants to be traded to the Lakers. It’s not difficult to imagine a fake Joe Biden account declaring war on Russia and some people believing it’s true because of the blue checkmark.

We may be nearing the end of Twitter being a reliable news-gathering tool. If the accounts tweeting out news can’t be trusted, where’s the value? Reporters and newsmakers may end up going to other social media platforms to break stories and carry the viability of verification.

When Fox Sports’ website infamously pivoted to video in 2017, Ken Rosenthal posted his MLB reporting on Facebook prior to joining The Athletic. Hello, Instagram. Will someone take their following and reputation to a fledgling platform like Mastodon, Post, Spoutible, or BlueSky, even if it means a lesser outlet?

If and when that happens, Twitter could still be a community but not nearly as much fun. Not when it becomes a matter of trust that breaks up the party.

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BSM Writers

There’s a Lesson For Us All in Florida Atlantic’s Elite 8 Broadcast Struggle

“It is a ton of faith our industry has been forced to place in a single mode of delivery.”

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Ken LaVicka and Kevin Harlan probably don’t have a ton in common. Both of them were announcing an Elite Eight game over the weekend, that is one thing tying them together, but their experiences were wildly different. Harlan is on CBS with a production crew numbering in the dozens making certain all goes smoothly. LaVicka, the voice of the Florida Atlantic Owls, is a production crew himself, making certain those listening in South Florida heard the Owls punch their Final Four ticket. At least, that was LaVicka’s plan.

The Florida Atlantic Owls are going to the Men’s Final Four. Even while typing that sentence, it still seems odd to say. Do you know how many college basketball teams are thinking “how can Florida Atlantic make the Final Four and we can’t?” These are the types of stories that make the NCAA Tournament what it is. There is, literally, no barrier stopping any team from this tournament going on the run of their life and making it all the way.

Everyone listening in South Florida almost missed the moment it all became real for the Owls. With :18.6 to go in Florida Atlantic’s Elite Eight game against Kansas State, the Madison Square Garden Ethernet service to the front row of media seating went completely dark. 

It was on that row that Ken LaVicka was painting the picture back to South Florida. Well, he was until the internet died on him.

Nobody does a single show away from their home studio anymore without trying to avoid the nightmare of Ethernet failure. Gone are the days of phone lines and ISDN connections, all the audio and video is now sent back to the studio over the technological miracle that is the internet. It is a ton of faith our industry has been forced to place in a single mode of delivery.

Take that anxiety and multiply it by 1,000 when that Ethernet line is connected to a Comrex unit for the most important moment of your career. LaVicka had the great fortune of a Kansas State timeout to try something, anything, to save the day. In his quick thinking, he spun around and grabbed an ethernet cable from row two which, as it turns out, still had internet access flowing through it’s cables. That cable, though, was the equivalent of an iPhone charging cord; never as long as you need it to be.

One of LaVicka’s co-workers from ESPN West Palm held the Comrex unit close enough to the second row for the cable to make a connection and the day was saved. LaVicka was able to call the last :15 of the Florida Atlantic win and, presumably, get in all the necessary sponsorship mentions.

It was an exciting end to the FAU v. Kansas State game, a great defensive stop by the Owls to seal the victory. LaVicka told the NCAA’s Andy Katz he tried to channel his inner Jim Nantz to relay that excitement. The NCAA Tournament excitement started early this year. In the very first TV window 13 Seed Furman upset 4 Seed Virginia with a late three pointer by JP Pegues, who had been 0-for-15 from beyond the arc leading up to that shot. It is the type of play the NCAA Tournament is built upon.

It was called in the manner Kevin Harlan’s career was built upon. Harlan, alongside Stan Van Gundy and Dan Bonner, called the Virginia turnover leading to the made Furman basket with his trademark excitement before laying out for the crowd reaction. After a few seconds of crowd excitement he asked his analysts, and the world, “Did we just see what I think we saw? Wow!” Vintage Kevin Harlan.

One reason we are so aware of what Harlan said, and that he signaled his analysts to lay out for the crowd reaction, was a CBS Sports tweet with video of Harlan, Van Gundy and Bonner in a split screen over the play. It gave us a rare look at a pro in the middle of his craft. We got to see that Harlan reacts just like he sounds. The video has more than six million views and has been retweeted more than 6,000 times, a lot of people seem to like it.

Kevin Harlan is not in that group. Harlan appeared on Richard Deitsch’s Sports Media podcast after the video went public and said he was embarrassed by it. Harlan added he “begged” CBS not send the tweet out but to no avail. Harlan told Deitsch “I don’t know that I’m glad that they caught our expression, but I’m glad the game was on the air. I think I join a chorus of other announcers who do not like the camera.”

There’s a valuable announcer lesson from Harlan there; the audience is almost always there for the game, not you. Harlan went on to describe the broadcast booth to Deitsch as somewhat of a sacred place. He would prefer to let his words accompany the video of the action to tell the story. Kevin Harlan is as good as they come at his craft, if he thinks that way, there’s probably great value in that line of thought.

We can learn from LaVicka, as well. You work in this business long enough and you come to accept technical difficulties are as much a part of it as anything. They always seem to strike at the worst times, it is just in their nature. Those who can find a way to deal with them without everything melting down are those who can give their audience what they showed up for. Those who lose their mind and spend time complaining about them during the production simply give the audience information they don’t really care about.

The Final Four is an unlikely collection of teams; Miami, San Diego State, Connecticut and Florida Atlantic. You all had that in your brackets, right? Yep, the Florida Atlantic Owls are going to the Final Four and Ken LaVicka will be there for it. Now, if the internet will just hold out.

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Barrett Media Writers

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