Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. Before we dive into that, I speak with Amy about her shift from B2B sales in the tech world to starting her own sales consultancy. She talks about how she goes to market and how companies can be smarter buyers of sales training.

Weekly Newsletter March 9, 2026

“I like to point out strengths that my coworker brings to the table as part of the introduction to build confidence and credibility right away.” Have you taken your boss on a sales call recently? You could build two relationships simultaneously—one with your manager and a better one with the client. The more trust between you and the manager, the more opportunities may come your way. And your client may be impressed with the expert “team” you put in front of them to solve their problems.

Podcasting has rapidly grown into a mainstream media channel, with over 135 million monthly U.S. listeners and more than 5 million active shows worldwide. A June 2025 study by Sounds Profitable and Signal Hill Insights found that podcast ads outperform other media in driving consumer action, with 22% of listeners making immediate purchases and high rates of promo code use, brand searches, and social engagement. The personal, trust-based nature of podcast ads makes them especially effective across diverse product categories. Local media outlets—radio, TV, newspapers, and magazines—can extend their advertising offerings by integrating podcasting into their content and sales strategies. As consumer behavior shifts, podcasting offers a high-conversion, high-engagement opportunity that traditional media can no longer afford to overlook.

Research from The Weather Company and Neuro-Insight shows that weather directly influences consumer memory, emotions, and purchase intent. They identified three “weather mindsets”—Creating (sunny), Relishing (cloudy), and Enduring (stormy)—each of which changes how people engage with advertising. Campaigns aligned with these mindsets can lift purchase intent by 10% or more, with detail memory strongly linked to buying behavior. Local media outlets and agencies can leverage these insights by timing creative, pricing inventory, and crafting messages that match real-time conditions. By integrating weather data into planning and measurement, sellers can differentiate their offerings and drive stronger results for local advertisers.

New research reveals that podcast audiences are significantly larger than download metrics indicate due to "co-listening"—with 16-30% of consumption happening in group settings, particularly on smart TVs where families gather together. This hidden audience multiplier creates unprecedented opportunities for local media companies (newspapers, radio, TV, magazines) to command premium podcast advertising rates by leveraging their decades of community trust and credibility that anonymous digital creators cannot match. Local media brands can position their podcasts as reaching entire households rather than individual listeners, justifying higher CPMs through their unique combination of trusted voices, professional production quality, and deep community integration that drives superior advertising effectiveness. The co-listening phenomenon transforms podcasting from individual consumption to shared household experiences, strongly favoring established local media brands that can offer advertisers authentic community connections and household penetration at premium value.

The Association of National Advertiser’s latest report reveals that over $26.8 billion in programmatic ad spend is wasted due to inefficiencies like inflated metrics, bot traffic, and low-quality ad placements. Despite promises of automation and scale, programmatic advertising continues to struggle with transparency and performance, especially on MFA and AI-generated “slop sites.” In contrast, local media offers verified reach, trusted environments, and community relevance, making it a more reliable and impactful choice for advertisers. Emerging trends like email monetization and Generative Engine Optimization (GEO) further highlight the need for direct, human-centered communication. For advertisers seeking real results, local media backed by audited data is not just a safe bet—it’s a strategic advantage.

We have all heard about the Great Resignation. The notion that many people are leaving their job or not returning to work has been a persistent theme of 2021 and 2022. There are any number of theories as to the cause of this trend: Pay scales were too low. Government benefits were too high creating a disincentive to work. People were fearful of getting sick and/or bringing the virus home to members of their family.

In the dynamic world of sales, regular training is essential. Whether you’re adapting to emerging trends, changing circumstances or new technology, continuous learning is an important part of staying ahead of the curve and optimizing sales performance. Sales games make training fun and interactive. They’re an effective way to help your sales teams develop and retain new skills.

A study by Horizon Media reveals that Millennial parents and their Gen Alpha children are exhibiting new consumption behaviors, emphasizing multi-platform, interest-driven engagement. Traditional top-down influence models are becoming obsolete, with peer and community-driven influence gaining importance. The study highlights the shift from hyper-personalization to community-driven discovery and the importance of content relevance over creator popularity. These insights are crucial for local media salespeople, helping them adapt their strategies to resonate with today's dynamic audience.

Looking for a quote to inspire your company, shift your team’s mindset, or bring clarity to your own leadership journey?
You’ve come to the right place— Marketing Insights, where strategy meets soul.

Leadership isn’t about titles or control—it’s about service, empathy, and the quiet courage to lead by example. The best leaders don’t just rise; they lift others as they climb. They empower growth, inspire through action, and leave legacies not in accolades, but in the lives they’ve impacted.

This space highlights quotes that remind us:
✨ Leadership is measured not by authority, but by influence.
✨ Not by personal gain, but by collective growth.
✨ Not by being in charge, but by caring for those in your charge.

Media sales is a competitive, fast-paced field that requires constant refinement of skills to stay ahead. One effective way to enhance your sales abilities while keeping training engaging is through the Pitch Perfect Challenge. This interactive sales training game simulates real-world scenarios, helping media sales professionals sharpen their skills, build confidence, and improve their ability to close deals—all in a fun and dynamic way.

From the Streets of Detroit to the Guinness Book of World Records
Joe Girard, born to Sicilian immigrants in Detroit's impoverished east side, overcame an abusive childhood to become the world's greatest salesman, selling more retail cars than anyone in history for 12 consecutive years. Influenced by Dale Carnegie, Vince Lombardi, and Napoleon Hill, Girard built his success on relentless personalization, fanatical follow-up that generated 65% of sales from referrals, an unmatched work ethic, and deep empathy that focused on solving customer needs rather than pushing products. His methods—including the 250 Rule and systematic relationship building—translate perfectly to modern media sales, where success still depends on human connection over digital metrics. His legacy proves that in an age of automation, the fundamentals of genuine care, consistent follow-up, and serving others remain the true differentiators for extraordinary sales results.

With the increasing fragmentation of all media, and specifically TV, your role as a local TV media rep must also evolve. You must also be an educator and advisor to guide local advertisers through the media maze. Your efforts start with no apologies for how TV is changing. Change is not only inevitable, but also welcomed, as it is often the catalyst for something new – and something better for your local prospects and advertisers.

How a Sickly Kid from Toronto Built a Media Empire and What Local Sales Pros Can Learn Today
Ted Rogers, born into hardship after the early death of his father, overcame health issues and financial setbacks to build one of Canada’s largest media and telecommunications empires. Starting with a struggling FM radio station, he bet on emerging technologies and turned Rogers Communications into a powerhouse spanning radio, TV, wireless, and sports. His success was driven by relentless work ethic, visionary thinking, and a willingness to take bold risks when others hesitated. Rogers believed in long-term relationships, customer value, and giving back—donating millions to education, healthcare, and civic causes. His story teaches media sales and ad professionals that resilience, innovation, and purpose-driven leadership are the keys to lasting success.