It's Tough Being in Programming These Days

6-24-14

18 months after recovering from a stroke Mitch Henck was fired from his on-air job at WIBA-AM in Wisconsin. The 52-year old spent over 12 years as a talk show host on the station, not really taking a right wing or left wing position. ?It was general talk. I was not cookie-cutter left or right. That turned me off. I?m not going to walk lock-step with anyone.?  Henck tells the Wisconsin State Journal Clear Channel let him know yesterday that the decision was budget-related, not ratings, and says he's not sad or bitter about the firing. Read the full story HERE (picture courtesy Wisconsin State Journal).

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Cox Did Very Well in These Deals

2-14-2013

The speculation amongst those in the know is that SummitMedia and Connoisseur paid a multiple between 7X and 8X cash flow for the Cox stations. That's good news for the industry, maybe not so good for buyers, with the economy still stagnating. It's also several multiples away from the reported 5X (or less) multiple Larry Wilson paid for Triad Broadcasting's 32 stations late last year. The Cox multiple confirms that when you're a strong operator, employ good people and throw off millions of dollars in cash flow, buyers will be there.

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(PODCAST) Salespeople. Still Using These For Leads?

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5-10-2012

Sales have been flat in radio. There's no denying that. We hear about pockets of strength, mostly in small and medium markets, but we've also seen the big guns report weak revenue numbers. The cuts continue, as companies continue to reduce expenses until the economy rebounds and the sales improve. For sure some of it is the economy. Could another part of it be salespeople not making enough calls or calling on the wrong businesses or hitting the street with a pocket pen and a rate card?

How many times have you returned to the office and announced to the sales team..."that's it everyone, time to go home, we've just been making too many sales calls today. In his earnings report to Wall Street the always colorful Ed Christian said he still believes there are businesses not being called on by radio salespeople and he's been around quite awhile. What we dicided to do in our latest podcast with Matt Sunshine from the Center for Sales Strategy is discuss lead generation.

There are a lot of things salespeople can do to market themselves as the best at what they do. It takes a lot of hard work, consistency and dedication to the job to be the person everyone in your market depends on when they are ready to advertise. That's the relationship salespeople should strive for and to do that, it takes a whole lot more than sitting at your desk dialing for apoointments. In our 30 minute interview Matt gives specific ideas that you can start implementing tomorrow to be a better salesperson. Some of them you may have heard of. The question is how many of them will you implement Monday morning.

LISTEN TO OUR PODCAST HERE
OR DOWNLOAD IT FROM OURITUNES PAGE ANY TIME
After listening to the Podcast go to THIS PAGE for more materials to help you succeed.
Contact Matt directly mattsunshine@csscenter.com

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