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Charles Warner teaches graduate managing innovation, media sales, and media ethics at The New School in New York. He is also an active blogger at Forbes.com and MediaCurmudgeon.com. Charlie is the Goldenson Chair Emeritus at the University of Missouri School of Journalism and is a volunteer in the Family Program at the Metropolitan Museum of Art.
Until Charlie retired in January, 2002, he was a Vice President in AOL’s Interactive Marketing division. In 1998, Bob Pittman, then President of AOL, hired Charlie its Interactive marketing division. In the fall of 1999Sales & Marketing Management magazine ranked AOL number ten in its list of the 25 best sales organizations in America—the first media company to make the list.
Bob Pittman has said, “Charlie Warner was one of my first and most important mentors—and we have remained close ever since. He helped me think through sales issues at MTV Networks in the early 80's and, in the late 90's, he came into AOL to help us build the structure of our Interactive sales group—first as a consultant and then a member of the interactive sales management team. His experience and insight is valuable at every level in a sales organization, from the issues of the senior managers, all the way to training salespeople.”
Bill Grimes said of Charlie, “When I became president of ESPN, I inherited a staff of four discouraged salespeople. I called Charlie and retained him to train the staff and hire new people. When I was CEO of a company that included a division of thirty newspapers, the salespeople were order-takers in a changing media/advertising environment with increasing competition. Charlie enabled them to understand how to make believable Return-on-Investment sales proposals to both current and prospective advertisers. We have worked together on a number of other management and sales issues at other companies. There is no other person I know who can produce comparable results in training, teaching, and motivating people.”
Before joining AOL, Charlie was the Leonard H. Goldenson Professor of Local Broadcasting at the University of Missouri School of Journalism where taught media management and sales courses. Charlie also created and ran the annual Management Seminar for News Executives that for ten years attracted approximately 30 news directors and managers from television stations and cable and television networks to the Journalism School. He also created and taught the first online/distance learning course for the Missouri Journalism School.
Charlie’s book Broadcast and Cable Selling and its 2009 updated version Media Selling, 4th Edition has been used by over 70 universities worldwide and many broadcast, cable, and digital sales organizations, and is considered to be the book on selling in the field. For more information, go to www.mediaselling.us. He has also written a companion book titled Media Sales Management that is available free at www.medialselling.us.
Charlie has also served as a management and sales consultant and trainer for CBS, ABC, ESPN, MTV, Fox, Hearst Magazines, Microsoft, and many other major media and online companies. He was also VP, General Manager, of WNBC/AM (now WFAN), WMAQ/AM and WKQX/FM, WWSW/AM and WPEZ/FM, and CBS Radio Spot Sales.
Throughout his career, he has been extremely successful in hiring people who have gone on to top leadership positions in the broadcast, cable, and interactive media.
Consulting and Management/Sales Training Seminar Clients
MTV, ESPN, CBS AM, CBS FM and CBS TV stations and CBS Radio Network, CBS Radio Representatives, Disney/ABC, Viacom Cable and Radio Divisions, New World Television Stations, Greater Media Radio, Univision Television Stations and Univision Television Network, Turner Programming Services, Nationwide Communications, Inc., Financial News Network, Metroplex Communications, Inc., Noble Communications, Inc., San Francisco Cable Interconnect, Cox Broadcasting, Inc., Multimedia, Inc., Television Station Partners, Inc., Jacor, Inc., Clear Channel Communications, Wiskes-Abaris, Inc., The American Family Broadcasting Group, Barnstable Broadcasting, May Broadcasting, Shultz Broadcasting, ATC Cable, Inc., TCI Cable, Inc., Learfield Communications, Group W Television Sales, A.H. Belo, Inc., Metrobase Cable, Inc., Burnham Broadcasting, Citadel Communications, Inc., Great American Broadcasting, Inc., The Family Channel, Bonneville Broadcasting, Inc., Cable Advertising Association of NY, United Cable of Chicago and North Shore Cable Interconnect, Missouri Broadcasters Association, Iowa Broadcasters Association, Indiana Broadcasters Association, Kentucky Broadcasters Association, Northern California Broadcasters Association, Wisconsin Broadcasters Association, Louisiana Broadcasters Association, Connecticut Broadcasters Association, Television Bureau of Advertising, TeleMetropole (Canada), The Travel Channel, Television Bureau of Canada, Broadcast Sales Training Satellite Seminars (75 TV stations), Tulsa Television Broadcasting Association, Seattle Radio Group, Phoenix Radio Broadcasters, Capital City Radio Broadcast Group (Albany), Cedar Rapids Radio Broadcasters, Dallas Radio Broadcast Assoc., WHAS-TV, KCBS-TV, WLNE-TV, WCBS-FM, WODS, WBZ, WBCN, WMJK, WEEI, WPIX, WLTW, XTRA, WMGK, WOGL, WSB, WSB-TV, WYNF, WTSP-TV, KREM-TV, WVUE-TV, WROC-TV, KOAT-TV, WBBM-TV, WBBM, WHKS, KTVU-TV, WWJ, KMLE, KNX, WCSX, KRLD, WJLA-TV, KMOX-AM, WCBS-AM, KCBS, KZZP, WPOC, KGTV-TV, WFTV-TV, WLW, WEBN, WGAR, WNCI, WDAF-TV, KLTR, WGNO-TV, WGKX, KRQQ, KIIM, KBIG, KLPX, KCEE, KVIA-TV, KOMU-TV, KCLR, KFRU, KBIA, KARO, KSDK-TV, WLWT-TV, WKRC-TV, KXAS-TV, WMAZ-TV, WRGB-TV, KGTV-TV, WAVY-TV, KATV-TV, KPIX-TV, KXAN-TV, WAND-TV, WJXT-TV, WKYC-TV, WJW-TV, KCTV, KWSS, WNWO-TV, KWFM, KOIT, KNSD-TV, WRDW-TV, WTOV-TV, WRBL-TV, WKBW-TV, WLRW, WIXY, WISH-TV, WWOR-TV, KWTV-TV, KOTV-TV, KDKA-TV, KSBW/KSBY-TV, WBZ-TV, KATV-TV, KKTV, KCPQ-TV, KNBR-AM/KFOG-FM, KINK-FM, KATV, WTVT, WBNS-AM/FM, KCBS-FM, WITI-TV, WSVN-TV, WHDH-TV, WHTM-TV, WFOX-FM, KGTX/KTGL, KGBX-FM, KOLR-TV, WKBN-TV, KRON-TV, KVBC-TV, KFBK-AM, KTUL-TV, KHOU-TV, Dispatch Broadcasting, US News & World Report, USA Weekend, USA Today, Cosmopolitan, Town & Country, Greenville News/Piedmont, Redbook, Sports Afield, Esquire, Good Housekeeping, House Beautiful, Popular Mechanics, the Osage Nation, Zenith Media, eBay, Cox Cable, The News Market, Microsoft’s MSN, Charter Cable, The Hyperfactory, The Huffington Post, TNS, Kantar Video, Flixster/Rotten Tomatoes, About.com, MediaCrossing, Burson Marsteller Digital and Proof, and Screenpush.