Over the last few weeks, I’ve developed three top-tier, comprehensive courses. These aren’t the typical courses you see that skim the surface. These are thorough, deep-dive, results-driven courses designed to drive sales performance. And while we put the finishing touches on these, I’m crafting a fourth course that’s built around a powerhouse collection of templates I use in my own business. This one will take time, but when it’s ready, it will be the ultimate playbook for sales leaders, equipping them to empower their teams to hit ambitious targets.

Television remains the most powerful and trusted medium, reaching over 90% of adults daily who watch for more than 4 hours on average, according to The Media Audit. In a down economy, TV’s ability to deliver high-impact advertising alongside trusted news, live sports, and shared cultural events makes it an essential platform for driving brand visibility and purchase intent. Stations that emphasize TV’s reach, emotional connection, and proven ROI—while offering smart packaging and local insights—will help advertisers stay strong through uncertainty and position themselves for faster recovery.

Too long, didn’t read: Goodhart’s Law should be used for leading metrics, but lagging metrics make great targets. In fact, the further downline you go, the better they get (to a point). Today we are going to be talking about a topic I have been exploring for a while: Goodhart’s “Law”. For those of you who are unfamiliar, the adage goes “when a measure becomes a target, it ceases to be a good measure.”

Imagine you are tapped on the shoulder to lead an upcoming training program for a cohort of soon-to-be first-time managers in your organization. You’re probably flattered, excited and just a bit nervous. While you’ve been successful as a manager, it’s daunting to think about how you will translate your experiences into lessons these new managers can learn from and apply.

The future never waits for anyone or anything. It is eager and enthusiastic, even obsessed, with becoming the present. The future is an express train through history – and we’re all on board. The future never waits for anyone or anything. It is eager and enthusiastic, even obsessed, with becoming the present. The future is an express train through history – and we’re all on board.

Weekly Newsletter December 22, 2025

Generative Engine Optimization (GEO) is the 2025 evolution of SEO, focused on securing brand citations in AI-generated answers from platforms like ChatGPT, Google AI Mode, and Perplexity, where only 2–7 sources are cited per query.
For media sales reps and agency pros, GEO is a new revenue channel—helping clients win high-intent leads, protect brand reputation, and outpace competitors in AI search results. Success requires a 10-step framework, including auditing current AI visibility, mapping real customer prompts, structuring AI-friendly content, optimizing technical signals, and building citation authority.
Local market case studies show GEO can quickly boost inquiries, reservations, and sales when executed with clear KPIs like visibility score, citation count, and positive sentiment. Reps who understand and pitch GEO now will position themselves as forward-thinking partners, securing long-term client trust before competitors catch on.

Great conversations don’t just happen—they’re sparked by intention.
At Marketing Insights, we know that effective prospecting is where strategy meets connection.

Smart outreach isn’t about volume—it’s about value. It’s being prepared, purposeful, and personal from the very first touchpoint. Whether you're identifying new opportunities or reaching out to potential clients, how you begin sets the tone for everything that follows.

This collection of quotes highlights:
✨ The importance of doing your homework before you reach out
✨ How thoughtful outreach builds credibility and curiosity
✨ The art of turning first impressions into lasting relationships

Salespeople have a sales process that guides their approach to creating and winning deals. Sales managers have a cadence to lead their sales force so they can reach their goals. Sales leaders have sales performance management to build, maintain, and improve the sales function. Sales performance management is a holistic view of sales.

Elevate your advertising with this week’s standout promotions!
• Browning Safes Military First Responders Rebate – Exclusive offers honoring service.
• Simplicity Rev Up Rebate – Big savings on performance equipment.
• Wrangler Back-to-School – Must-have deals for the season.
• Can-Am Ride in Style for Less – Style and performance at a value.
• Mitsubishi Travel Ready Service – Prep customers for their journeys.

Sales teams aren’t losing deals because they lack effort—they’re losing time to inconsistent prep, scattered follow-up, and vague positioning. This article outlines 10 proven AI prompts that help local media reps and agency professionals move faster on the work that actually drives revenue: discovery, conquest strategy, objection handling, proposals, and next steps. Each prompt is designed to produce clearer thinking and cleaner execution—so you sound more strategic, not more “salesy.” The result is a repeatable system that helps teams win more meetings, protect renewals, and build bigger, longer-term contracts.

TikTok Shop’s rapid growth in health and beauty shows how quickly product discovery, search, social proof and purchase are collapsing into one consumer journey. For local media companies and ad agencies, the lesson is not simply that TikTok is gaining share, but that advertisers now need searchable, credible, educational content across every medium. Radio, TV, cable, print, outdoor and digital sellers can use this trend to help local advertisers build awareness, validate trust and move consumers from first consideration to repeat purchase.

The shift from being an individual contributor to leading a sales force isn’t an easy transition. The character traits are different, and so are the required skills. While it’s helpful to have experience in a sales role, by itself, it’s not enough to ensure success. Few sales managers are provided the training and development that would enable them to lead their team and reach their goals. Instead,

People in the Northern Hemisphere may celebrate June as the beginning of summer, but across the entire globe, it’s when Mary Meeker and her firm, Kleiner Perkins, publish their annual Internet Trends Report (with a little help from their friends). As has been the case for many years, the 2018 edition is book-length, at 294 pages. (See page 8 for a live link to the entire report.) It contains much more information and insights than can be shared in this month’s Special Report from Media Group Online, Inc.,

It has been written that culture eats strategy for breakfast and that culture is a great differentiator among companies. If you query Google on “What is a good company culture?” you will get billions of results (6,250,000,000!) and if you click on the links of the results on the first page you will have a list of over 100 different keys to culture. Purpose, values, mission, respect, freedom, quality of leadership, great compensation, high growth, flexibility, diversity, multi-stakeholder capitalism and on and on the list goes.