Seller to Seller

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.


November 28, 2022 23 min

Corporate buyers have needs just like sellers do. This week, Jeff Caves offers sellers a cheat code as Don Ricker of Iliad Media reveals what he was looking for and how he did deals when he was leading sales for Taco Bell.

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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!

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November 14, 2022 22 min

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?

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November 7, 2022 22 min

John Goforth left the world of radio sales and found success selling podcasts. Now, his goal is to help others do the very same.

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October 30, 2022 24 min

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.

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October 23, 2022 21 min

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.

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October 16, 2022 24 min

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.

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October 9, 2022 21 min

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.

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October 2, 2022 22 min

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.

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September 25, 2022 22 min

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.

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September 18, 2022 23 min

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.

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September 11, 2022 20 min

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.

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September 4, 2022 18 min

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.

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August 28, 2022 24 min

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.

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August 21, 2022 21 min

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.

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August 14, 2022 22 min

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.

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August 7, 2022 21 min

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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July 31, 2022 25 min

Mike Scott, former Regional President for iHeartMedia in the Mid South, explains why there is no better tool for a seller than the live endorsement and why that makes sports radio one of the best products they can have.

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July 24, 2022 20 min

Play-by-play is a product that sports radio clients love. Jeff talks to Sandy Cohen of Union Broadcasting about how the company makes the most of its unique relationship with the University of Louisville.

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July 17, 2022 27 min

Bob Lynch, founder and president of SponsorUnited, joins Jeff to talk about getting a buyer's attention and presenting them with information and insight relevant to their business.

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