Tag: "online"

Pending Business: Sales Lessons from the Election Cycle

| November 9, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Lots of sales lessons from this past election cycle… You may think this is a stretch, but here are just some you can apply today:

Forget the “funnel” and work the process of the decision. Most sellers work a sales funnel, i.e., pour as many accounts into the top, and expect the better ones will work their way through to a close at the end. This election showed the value of following a universally appealing theme throughout the process: the simple message “Vote.” Result? A record number of votes cast. Do you focus on activity — the number of accounts in your funnel or closed sales-results? Do you advance a simple, easy-to-understand benefit(s) to your prospects, or is it just the number of accounts you drive into the funnel?

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Friday, October 23, 2020

| October 23, 2020

NOW POSTED:  This Weekend’s Installment of “The Michael Harrison Wrap: An Overview of the National Conversation.” The latest installment of the vibrant, one-hour weekend special, “The Michael Harrison Wrap,” that looks back each week at the hottest topics discussed in American talk media per the research of TALKERS magazine, is now posted. This new episode titled, “Dead Lives Matter,” looks back at this past week of October 19 – October 23, 2020. The program features guests (in order of appearance): Kevin Casey, executive editor, TALKERS; Mike Siegel, talk show host, KFNX, Phoenix; Steve Weisman, professor of law, Bentley University, Boston / founder, Scamicide.com; Dr. Renee Kohanski, psychiatrist / commentator, MDedge Psychcast; Bob Costantini, chief correspondent, Ear on the White House; and Victoria Jones, executive editor, DC Radio Company. This acclaimed news/talk radio show airs each week on its flagship, WONK-FM, Washington, DC, Friday evenings at 6:00 pm ET. It also airs throughout the weekend on WTIC, Hartford; KSCO, Santa Cruz, CA; KDFD (“Freedom 93.7”), Denver; KFNX, Phoenix; WVLY, Wheeling, WV; WTRW-FM, Scranton/Wilkes Barre, PA; WVOX, Westchester, NY; KBDT, Dallas; KQSP, Minneapolis; KBKW, Aberdeen, WA; WGDJ, Albany, NY;  WJFN-FM, Richmond, VA; WZFG, Fargo; KTGO, Tioga, ND; KWAM, Memphis; K-NEWS, San Luis Obispo; WCHM, Clarkesville, GA;  WPHM, Port Huron, MI; KSYL, Alexandria, LA; KTOE, Mankato, MN; WCED (“Connect FM”), DuBois, PA; K-NEWS 101.3, Owensboro, KY; WWTK, Sebring, FL; the Virginia Talk Radio NetworkCRN Digital Talk Radio NetworkPioneer Valley Radio, Springfield, MA; Podcast Radio, UK and many more.  To listen to this week ’s episode, please click 

      here
. To view the latest TALKERS magazine topic research, please click here.  “The Michael Harrison Wrap” is now available in syndication via Talk Media Network to stations across America on a market exclusive basis. For affiliation information, please click here or call 616-884-8616.

iHeartMedia Acquires Voxnest. This acquisition brings podcast programmatic platform Voxnest into the iHeartMedia fold (iHM previously owned a minority stake in Voxnest). Voxnest is described by iHeartMedia as “the leading consolidated marketplace for podcasts and the best-in-class provider of podcast analytics, enterprise publishing tools, programmatic integration and targeted ad serving.” iHeartMedia says that now it is able to provide podcast advertisers with additional targetable inventory at scale by allowing the effective and efficient monetization across an entire range of podcast inventory on this one-of-kind programmatic platform. This additional inventory will increase the monetization of iHeartMedia’s full range of podcasts and advance the podcast marketplace for both buyers and sellers. iHeartMedia will also be able to drive greater monetization for creators of podcast content – wherever they currently publish their shows – by connecting Voxnest’s advanced ad technology with multiple publishing platforms across the industry. Voxnest ad technology capabilities also includes: Dynamic ad insertion; audience and content targeting to the right listeners based on demographics, territories, devices and interests; programmatic podcast buying across all audio platforms by providing native support of VAST and OpenRTB. iHeartMedia chairman and CEO Bob Pittman says, “This is an important addition to the iHeart digital product ecosystem, which includes our SmartAudio suite of data-driven broadcast radio advertising solutions; our position as the No. 1 commercial podcast publisher with massive distribution and promotion across all our broadcast assets; and the iHeartRadio digital platform. The addition of iHeart’s offerings to Voxnest will ensure critical mass for the platform and accelerate its growth.  As we continue to invest in podcasting and lead the industry, we anticipate this acquisition will have an important impact on iHeart’s ability to more fully monetize its podcast inventory, and will also benefit the other podcast publishers that are part of the Voxnest network and the advertisers who are using it.”

KZRG, Joplin Adds Two to News Department. KZRG, Joplin, Missouri program director Peter Thiele says that in a continued commitment to Joplin and the Four-State area, the Zimmer Radio news/talk outlet is expanding its news team with the hiring of multimedia journalists Steve Scott and Dalton Evans. Thiele says Zimmer Radio is committed to local news on-air, online, and on app, focusing on breaking news, severe weather, and operating a 24-hour newsroom. Market manager Chad Elliot states, “We are excited to grow our news team at a time when other media companies are cutting their commitment to local news. Zimmer is making a stronger commitment to breaking news and weather coverage for the communities we serve.” Thiele adds, “The long-term growth of KZRG is tied to being the first stop for news, weather, and opinion and being a listener-focused destination.”

VP Broadcasting Launches New Talk Outlet in Allentown. The simulcast of WHOL-AM and W295CR in Allentown, Pennsylvania flips from a tropical music format to news/talk featuring local personality Joe Ligotti in morning drive, followed by Radio America’s Chad Benson from 9:00 am to 12:00 noon, Dana Loesch from 12:00 noon to 3:00 pm, Westwood One’s Ben Shapiro from 3:00 pm to 6:00 pm and Mark Levin from 6:00 pm to 9:00 pm. The station will air classic rock on weekends. VP Broadcasting CEO Victor Martinez names “Diamond Boy” Luis Torres program director for the station. Torres says, “I’m excited for the trust Victor has in me and for the opportunity VP Broadcasting is giving me to bring a new outlet and style to the Lehigh Valley. I believe this mix of the new generation of talk combined with classic rock music is what the area had been missing.”

SiriusXM’s Jim Meyer Confident in New Howard Stern Deal. During Thursday’s third quarter earnings call, SiriusXM CEO Jim Meyer addressed the current contract negotiations with Howard Stern. He said, “Howard tells me he’s never been happier. And our relationship with Howard is very strong. He is producing fantastic content and his show has never been better. We had very productive conversations regarding a long-term renewal of this agreement. From my perspective, we are far along, but it’s never done until it’s done. I am very confident we will have an agreement soon to announce shortly.” When asked for details on what a new deal might entail, he said, “I can tell you that where we are in the discussions today, we have a set of economics that Howard’s team is happy with and I’m happy with. Obviously, we’ve got to get the deal completed. And it would certainly be a long-term arrangement.” Thanks to Seeking Alpha for the transcript. Members can read or listen to the entire earnings call here.

TALKERS News Notes. A message to subscribers from Nielsen Audio notes that the October 2020 PPM survey is the first monthly PPM data release that will see the results of its headphone adjustment and outlier mitigation enhancements. Nielsen will host a client webinar on Tuesday, October 27 to review the data (set to be released early next week). Nielsen will also spotlight insights from the October data, along with a recent consumer sentiment study “to provide context for the organic growth we’re seeing beyond the headphone enhancement.”…..Sun Broadcast Group announces two new additions to its staff. Amanda Stetzy joins the company as media research analyst and Alyson Tiller is named assistant traffic coordinator. SBG says the new hires come on the heels of the recent expansion of the sales team, with the addition of Jackie Cardillo and Angela Codella. Chief operating officer Danno Wolkoff says, “As advertising demand continues to grow at Sun, we needed more people to support the sales team and ensure that our advertisers’ and agencies’ needs are met, and campaigns run as ordered. Amanda and Alyson will help our salespeople deliver exceptional client service and 100% accountability. I am delighted to welcome them both to Sun.” Previously, Stetzy served with Regional Reps and Tiller served with CBS Radio.

Presidential Election Issues Top News/Talk Story for October 19-23. The related presidential race, Thursday’s debate, ballot issues, the polls, and foreign election tampering all came together to make the most-talked-about story on news/talk radio this week and landing atop the Talkers TenTM. At #2 this week was COVID-19 stats & projections, health care, vaccines, and psychology. Coming in tied at #3 was accusations, scandals & corruption, the Hunter Biden emails, and Donald Trump’s Chinese bank account, followed by the economy, stimulus package, business openings, and the education crisis all tied at #4. The Talkers TenTM is a weekly chart of the top stories and people discussed on news/talk radio during the week and is the result of ongoing research from TALKERS magazine. It is published every Friday at Talkers.com. See this week’s complete chart here.

Music Radio News and Career Moves. The new chairman of the BMI board of directors is Beasley Media Group CEO Caroline Beasley. Beasley, who joined the board in 2014, most recently served as vice chairman of the BMI board. She succeeds Michael J. Fiorile, chairman of the Dispatch Printing Company, who has been elected presiding director of the BMI Board. Beasley says, “It is truly an honor to have the privilege of serving as chair of the BMI board of directors. Many thanks to Michael Fiorile for his innovative vision, tireless collaboration, and insightful leadership over the past several years in his role as chairman of the organization. I look forward to working together with the board, Mike O’Neill, and the outstanding BMI team to continue to serve the evolving needs of music creators, publishers, and licensees in today’s dynamic marketplace.”…..iHeartMedia Milwaukee’s urban contemporary WKKV “V100.7” is hosting “Your Vote is Your Voice,” a special broadcast with vice presidential candidate Senator Kamala Harris on the importance of voting, what to expect at the polls, deadlines for voting absentee, and more. The special airs Monday (10/26) from 6:00 pm to 7:00 pm and is being hosted by “V100.7” air personalities Bailey Coleman and Reggie Brown.

Stop Using This Word and Start Getting More Website Hits

| February 3, 2014

By Chris Miller
Chris Miller Digital
Owner

millerchrisSHAKER HEIGHTS — How can you get more website visitors?  Here’s an idea you can start using right now.

Quit using the word “details” when you talk about your site on the air.  You know what I’m talking about.  How many times a day does your station say, “for all the details, log on to radio103.com!”

That’s EXACTLY what I need in my life … more details.

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Hype vs. Truth

| January 14, 2013

By Chris Miller
Chris Miller Digital

SHAKER HEIGHTS — Here’s why it’s very important for you to communicate in a scrupulously honest manner online.

Today, there’s plenty of trustworthy online info at your fingertips. There’s also plenty of misinformation, and a Google search may not help you sort it out. A decade ago, when the internet was a wilder and woolier place than it is now, all sorts of crap masqueraded as truth. “I know it’s true; I read it on the internet!” was a sarcastic joke you’d commonly hear at the time.

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Monday, January 16, 2012

| January 16, 2012

Clear Channel Drops the “Radio”; Becomes Clear Channel Media and Entertainment.  Clear Channel Media Holdings chief executive officer Bob Pittman announces the “radio division” of the company is changing its name to Clear Channel Media and Entertainment to reflect its mission to deliver content via means beyond just terrestrial radio.  “Over the last few years, I’ve watched as Clear Channel Radio has pushed beyond the traditional boundaries of radio to reach more Americans every month than any other media company through an unmatched combination of broadcast, satellite, online and mobile assets,” states Pittman.  “Under John Hogan’s continued strong leadership, the new Clear Channel Media and Entertainment brand underscores that we are taking our brands and content wherever our listeners expect to find it.  And, in the future, as new places emerge where people want to access our powerful brands and content, we’ll be there, too.”  At the center of Clear Channel’s initiatives to move beyond radio station transmitters is the iHeartRadio website and app that delivers audio from its O&O radio stations of all formats, offers user-customizable stations plus audio from Cumulus Media, and soon, Greater Media radio stations as well.  The company is clearly putting forth the iHeartRadio internet site and mobile and tablet application as its primary weapon in the battle for ears being waged by Pandora, Slacker, Spotify and others.  John Hogan states, “Radio is both our history and the foundation upon which we will grow our company moving forward.  That will not change.  Clear Channel Media and Entertainment represents our evolution as we prove our relationship with our listeners is so much more than just our transmitters and towers.  We will continue to serve our increasingly diverse audiences and local communities with the best content – music, news, emergency information, and public service – wherever they expect it, while supporting advertisers, strategic partners, music labels and artists with creative, multi-platform marketing opportunities that reach, activate and engage target audiences like no one else.”  It clearly appears that this move on the part of the largest owner/operator of terrestrial radio station licenses crystallizes the reality of TALKERS publisher Michael Harrison‘s forecast originally published in 2007 that the entity known as the “radio station” would evolve into something more aptly described as the “media station” — a multi-tiered broadcasting entity the ranks of which are comprised of both licensed and unlicensed outlets operating on the even playing field of the internet.  According to Harrison, “Hogan’s statement that ‘radio is both our history and the foundation upon which we will grow our company moving forward’ is quite revealing and says it all… basically that a ‘radio’ station that defines itself as being just that — a ‘radio’ station – is behind the times.  An audio-only media brand in this new era is as incomplete as a newspaper without photographs or a motion picture without sound and as limited in its accessibility as the old yellow pages.”  Harrison goes on to comment, “Stick owners should beware of this inevitable development.  Although strategic use of the internet and digital distribution expands the radio station’s brand and evolves it into the media station, it also serves as a catalyst for non-licensed media stations to share the same space and compete for the same audience while unencumbered by the debt of stick ownership.”

Boston Herald Blasts Entercom Chief David Field’s Memo.  This is one of those motivational missives that some will think is right on and others will shake their heads at, but the Boston Herald’s Jessica Heslam pulls no punches in criticizing a memo from Entercom CEO David Field in which he uses his recent African safari vacation as a backdrop and the animal kingdom as a metaphor for the working world.  Field writes about the need for all employees – including himself – to bring their “A-game” to work because the tough business world is a survival-of-the-fittest place just like the African savannah he witnessed on his trip.  He alludes to American society as pampering us and not always holding us accountable as the wild of Africa does to its inhabitants.  He beckons the reader to strive for greatness at every moment of each workday generously stating his belief in everyone’s “untapped potential.”  Critics of this memo will point to Field’s elitist use of a transcontinental holiday as the basis of his memo, an unwitting comparison of his employees as animals, the assumption that they are not “giving it their all” in the first place, and that they are quick to blame others for any lack of success.  Some might go so far as to point to Field’s naiveté in needing to witness the wild close up to be reminded that life and the business world are both challenging and unforgiving.  Still, supporters of Field’s action will state that he’s only trying to point out that harnessing our talents and pushing ourselves to succeed is what makes great companies great, and that whining about tough circumstances will achieve nothing.  Heslam’s criticism could also cause managers and employees alike to debate – either internally or out loud – whether this type of motivational memo is truly effective.  How do the majority of employees see it?  As a thought-provoking pep talk…or an insulting memo from “corporate?”  See Heslam’s story and the entire memo here.

Martin Luther King, Jr. Day to Impact Talk Radio Conversation.  Most Federal holidays cause slow-downs in the normal processes of running live radio in the form of fill-in hosts, repeats and a diversion from the serious issues of the day.  However, MLK, Jr. Day has a history of doing just the opposite.  Although Federal agencies and a number of private business offices close today – it is even more than “business as usual” on the radio talk show airwaves of America as the holiday inspires discussion of a wide variety of compelling issues including civil rights, social justice, race relations and more.

Former New Jersey 101.5 Host Tommy G Launches Internet Show.  As a growing number of terrestrial broadcasters who find themselves off the air are doing, former WKXW-FM, Trenton overnight host Tommy G (Tom Gordon) is taking his talk host talents to the internet.  Gordon says he wants to cut out the “middleman” and bring his programming straight to the listener digitally.  In an exclusive piece for TALKERS magazine, Tommy G explains his mission and how he’s making it happen.  Read it here.

Merlin Media CEO Randy Michaels Beats OVI Rap.  Media executive Randy Michaels pled guilty to driving improperly in a construction zone and the prosecutor agreed to drop the charge of operating a vehicle while impaired after Michaels’ attorney Steve Adams argued successfully that the officer had filled out the citation incorrectly and failed to fix it within the allotted 90-day period.  Michaels was charged in October of 2011 after Middletown, Ohio police found his car disabled in a road construction area during a rain storm.  The officer recorded that Michaels smelled of alcohol and failed roadside sobriety tests although he declined to take a breathalyzer.

Talk Radio Network Names Dave Nourie National Affiliate Consultant.  TRN CEO Mark Masters makes the announcement that Dave Nourie is joining his team to grow Talk Radio Network programs that include Michael Savage, Laura Ingraham, Rusty Humphries, Jerry Doyle, Phil Hendrie, Mancow and the America’s Radio News Network news blocks.  “We are all very happy to have Dave join the Talk Radio Network family of companies, with the incredible growth of the news network, we needed someone with his skills and expertise to help serve our ever-growing list of affiliated stations.”

KOA, Denver Talk Host Dave Logan Loses High School Football Coaching Job.  The former Denver Broncos great and current Broncos radio play-by-play voice and PM drive host on Clear Channel’s KOA, Denver is out of his football coaching gig after independent Catholic high school Mullen High chose to take a different road.  It wasn’t for lack of victories or Dave Logan’s popularity with the students and team – in nine years at Mullen, Logan’s teams won four state titles with a record of 110 – 12.  School CEO Ryan Clement tells the Denver Post that the issue was Logan’s celebrity combined with the school’s desire to have a full-time staff member serve as coach.  Logan worked the gig with no pay.  But the Post reports Clement said Logan “had become the face of the school and that’s not what the new administration wanted, especially from someone who didn’t work at the school full time.”  Some students protested the firing and the paper notes Logan may surface to coach somewhere else as other schools are already seeking to talk to him about coaching.

Newsman Kevin Patrick Leaves Chicago for Washington, DC.  Chicago Radio and Media is reporting that Kevin Patrick is leaving Merlin Media’s WIQI-FM, Chicago – FM News 101.1 – to take a position with CBS Radio’s new all-news outlet WNEW-FM, Washington.  Though the move hasn’t been officially announced by either CBS or Merlin, the site reports WIQI-FM overnight anchor Mike Wilson will move onto the daytime schedule to fill Patrick’s role.  It’s unclear exactly what Patrick’s new position at WNEW-FM will be.

Arizona Broadcasters Hold Two-Hour Tribute to Bill Heywood.  A little more than two weeks after Phoenix-market radio legend Bill Heywood and his wife Susan took their lives in a Scottsdale hotel room, numerous Arizona broadcasters who knew and worked with Heywood took part in a two-hour tribute broadcast to him on Bonneville’s KTAR-FM, Phoenix.  Hosts and jocks taking part in the Friday afternoon broadcast included: Pat McMahon, Preston Westmoreland, Bruce Kelly, Tim Hattrick, Jeff Scott and Michael Dixon.  Susan Heywood had been ill for some time and friends say the couple had been beset by financial troubles.  A memorial service was held on Saturday for Heywood and his wife.

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