Seller to Seller
Each week, Jeff Caves leads a discussion about selling air time in the broadcast industry with some of the leading earners in the business.
Episodes
We all like to talk about prioritizing clients' needs, but Cody Welling has every advertising product at his disposal. He trains his staff to educate and assist buyers so that they know how to make smart advertising decisions.
Greg Leader explains the advantages podcasts present sellers when it comes to reaching an audience and why a skilled seller should have no trouble moving from the radio world to the podcast world.
Education, research, and creativity help Adam Shifrin bring new partners to Westwood One's sports properties.
Corporate buyers have needs just like sellers do. This week, Jeff Caves offers sellers a cheat code as Don Ricker of DR & Associates reveals what he was looking for and how he did deals when he was leading sales for Taco Bell.
What can audience research tell us about the stature of sports radio in the audience's eyes? Larry Rosin has good news for sellers to take to clients!
Bob Gelb has produced some of the most iconic names in radio. So what made him decide to make the leap to sales and how did it impact his success?
John Goforth left the world of radio sales and found success selling podcasts. Now, his goal is to help others do the very same.
Kelly Hannah took over an already successful staff at Hubbard Broadcasting in St. Louis and is doing her best to support and grow business as the media industry changes.
Myrtle Beach is a unique radio market. Revenues are still growing there. John Sheftic shares what it takes to create and sustain success in a market like that.
Jeanne-Marie Condo is organized. You have to be when you are the CRO of Skyview Networks. She explains why organization can easily turn into sales.
Generating leads is important, so why aren't more stations investing in the process? Dani Buckley of LeadG2 talks about what so many radio groups get wrong in their search for new business.
Alec Drake returns to the show for a very specific reason. The former GSM of The Ticket talks about the challenge of a new format competitor entering the market.
Why don't more sellers hit the street armed with spec spots? Yaman Coskun says it is one of the most effective tools that radio uses far too rarely.
Paul Cramer talks about what sellers need to understand about the difference between air time and digital inventory and what sort of sales solutions each product requires.
Seth Resler knows how to make money in podcasting and he tells Jeff Caves that sellers and radio companies could make so much more if they stopped thinking about ads and started thinking about branded content.
So many people are thinking about changing careers now. Why? What has that done to the sales industry? What do they need to do? Check out Terry Volbert's advice.
CDW is a Fortune 500 company that believes in audio advertising on multiple platforms. Dean Lamb, the Director of Brand & Sponsorship for the company tells Jeff Caves what he needs from an advertising partner in that space.
From the football field to pitch meetings. Reza Hariri learned that the best way to improve is to think differently about what wasn't working. Check out his conversation with Jeff Caves.
Law firms are reliable buyers of sports radio. Gary Sarner of ROI360 Plus joins Jeff to explain what his clients need from broadcast partners and why he wants to deal directly with GMs and Directors of Sales.
Dr. Ed Cohen spent his entire career gathering and making sense of ratings information. He tells Jeff Caves what information is useful to sellers and what numbers get in the way of the story you want to tell.
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