Turning an old-line radio sales force into multi-product sellers is a big task. But it’s a critical one for iHeartMedia. In addition to radio, iHeart is big in podcasting, streaming, events, and more.
Localogy’s Dan Height interviewed iHeartMedia’s EVP Digital Jonathan Faulkner on how he’s helping to steer the company’s 1,600 sellers into becoming effective multi-product reps.
Key Takeaways
Here are a few key messages or insights that we gleaned from this session.
- Faulkner shared some steps iHeart takes to upskill its sales team. These include weekly fireside chats, monthly masterclasses, and annual digital certification.
- iHeart has dipped its toes into the metaverse through a partnership with Roblox. Faulkner said this was about staying ahead of the curve. And it was about having a play to reach gamers and other metaverse early adopters. “There is a lot of work to do,” Faulkner acknowledged.
- Retaining talent and building culture is more critical now than ever. He said offering free breakfast is less effective as a retention strategy than having a great culture. As well as a brand they’re proud to work for.
- Doubling down on podcasting is big on iHeart’s agenda. Particularly how to evolve podcasting into video, social, live, and other avenues.
Succeeding in Digital Sales Transformation at a Local Level
In this “fireside chat” with iHeartMedia’s EVP of Digital, we will discuss the execution of diverse digital solutions and the continued resource transformation to deliver. How to manage an ever-changing digital suite of products across one of the largest local sales organizations in the country. We will explore what is working and what has not. And of course, how iHeartMedia’s owned and operated radio stations, digital properties and apps, podcasts, and live events all fit within a holistic local media strategy.
Jonathan Faulkner, EVP Digital – iHeartMedia
