What takes a long time to build and a short time to destroy? Trust. One of the greatest attributes a leader can acquire is the ability to build trust. Even though competency is part of the trust formula, trust isn’t gained by being the hardest worker, having the most seniority or being the most skilled at a particular job.

If you’ve followed my work for any period of time, you’ll know that I’m a big proponent of goal setting, praising progress, lifelong learning, and continual growth. It’s important to have a compelling vision and satisfying to live a purpose-driven life. But sometimes we go overboard on the “driven” part. That’s when things get out of whack. Our stress levels go up, the quality of our sleep goes down

Industry Press Highlights, Media, Retail, Advertising and the Economy

The Fed’s latest Beige Book shows the economy is growing again at a “slight to modest” pace in most regions, but the recovery is uneven and increasingly split by income. Higher-income consumers are still spending on luxury goods, travel, dining and experiences, while low- to moderate-income shoppers are becoming more price sensitive and pulling back on nonessential purchases. For local media reps and agencies, that means pitching two different playbooks: “share-taking and dominance” strategies for premium categories, and value-forward, offer-driven messaging with tighter targeting for middle and budget segments. The report also signals that tariff-driven cost increases are starting to pass through to pricing, creating a near-term opportunity to sell campaigns that protect demand, explain price changes, and keep clients visible while consumer behavior shifts.

Closing is perhaps the easiest commitment to acquire. But for this to be true, you need to gain a number of commitments. In 2016, after publishing The Only Sales Guide You’ll Ever Need, I had already started writing The Lost Art of Closing: Winning the 10 Commitments That Drive Sales on my flight from a meeting with the publisher in New York.

Valentine’s Day spending is projected to hit a record $29.1 billion, with shoppers budgeting about $199.78 on average, and gifting expanding beyond romantic partners to family, friends, co-workers, teachers—and increasingly pets. That broadened “gift list” creates multiple local-market campaign angles (romance, friendship, workplace appreciation, classroom gifting, pet-parent pride, and self-care) that different advertiser categories can credibly own. The biggest dollars cluster around jewelry and dining out, while last-minute behavior makes clear offers, smart timing, and cross-channel packaging especially valuable for local media sellers and agencies. Even many “non-celebrators” still plan self-care or social activities, opening additional lanes for spas, salons, fitness, and experience businesses.

Used strategically, body language can emphasize your argument and make it resonate with your audience. Want to really drive a point home with your prospect? Consider walking a few steps toward them. Nodding, smiling, and maintaining eye contact will create a positive and receptive atmosphere. And making small, restrained gestures can project an air of authority and confidence.

Before my first undercover assignment, I was sent back to the Behavioral Science Unit at the FBI Academy for a series of psychological tests to determine my level of self-awareness. I was disappointed because I expected to learn how to scissor-kick in high heels to take down a guy twice my size. At least, that’s how movies portray it. Alas, not for the first time did I learn that movies are entertainment with a tenuous grasp on reality.

Google’s shift from traditional search results to AI Overviews marks a fundamental change in how users consume information—moving from active synthesis to passive reception. This evolution raises concerns about the erosion of critical thinking and the loss of intellectual curiosity, as users increasingly rely on AI-generated summaries instead of evaluating sources themselves. For local media sales professionals and ad agency teams, this trend underscores the need to create campaigns that re-engage audiences through interaction, storytelling, and local relevance. While AI can serve as a powerful assistant, its design encourages effortless consumption, which may weaken deeper cognitive engagement over time. The challenge ahead is to use AI strategically while preserving the human capacity for questioning, discovery, and thoughtful media experiences.

Weekly Newsletter February 16, 2026

Selling with purpose starts by solving with empathy.
At Marketing Insights, we believe the best sales conversations feel less like a pitch—and more like a partnership.

Solution-oriented selling is rooted in service. It’s about asking the right questions, listening deeply, and offering value that aligns with real needs. When we shift from pushing products to providing meaningful solutions, we build trust, loyalty, and long-term success.

This collection of quotes highlights:
✨ The mindset of service over pressure
✨ How understanding creates stronger outcomes than persuasion
✨ The power of offering real value through authentic connection

Local digital advertising is no longer the fast-growth category many media companies built their future around. With digital now representing roughly 72% of local ad spending, the battle is shifting from category growth to market-share capture. For radio, TV, cable, print, outdoor and digital sellers, the opportunity is no longer simply to “sell digital,” but to prove why local advertisers should move more of their money away from Google, Meta and national platforms and into locally accountable media partnerships.

There are two ways to describe what a sales manager does. One is to look at the outcomes they are responsible for creating. Another is to look at the individual tasks that deliver those outcomes. There are several things that make it difficult for sales managers to reach their goals, and much of their work aims to overcome these challenges.

Industry Press Highlights, Media, Retail, Advertising and the Economy

Understanding and adapting to a buyer’s personality type is a critical sales skill that can significantly improve close rates, reduce objections, and build long-term relationships. Drawing from DISC and MBTI frameworks, buyers can be categorized into four core types—Driver, Analytical, Amiable, and Expressive—each with distinct motivations and communication preferences. The article provides detailed strategies for identifying and selling to each type, including hybrid personalities, using real-world examples and role-play scenarios. It also highlights the risks of misalignment, such as being ghosted or losing credibility, and offers advanced techniques for adapting in real time. Beyond sales, this approach enhances communication in all interpersonal relationships, from family to the workplace.