New research analyzing over 2 million LinkedIn posts reveals that posting 2-5 times weekly delivers +1,182 more impressions per post, with even greater benefits at higher frequencies, providing local media account executives and agency professionals a proven framework for building industry authority and generating leads. The frequency benefits apply regardless of account size, meaning local professionals see the same relative performance improvements as large accounts, while carousel posts generate 278% more engagement than videos. The research parallels traditional media principles where consistent presence builds cumulative brand recognition, giving media AEs concrete evidence for discussing frequency benefits with clients while building their own professional brands. For agency professionals competing on thought leadership, sustained LinkedIn presence creates compounding advantages in new business development, client retention, and talent acquisition that translate directly to revenue growth.

Some leaders tend to minimize or sugarcoat the truth during a crisis because they don’t want their employees or customers to worry or too stressed out to function. During a crisis, it’s often necessary for your business to continue to operating, even if on a limited basis. It is also possible, in fact, probable that you are operating with incomplete or conflicting information. “However, the worst thing you can do is deny, deceive, or deflect — this opens the door to rumors and distractions.

Kick off the week with these high-impact co-op deals your customers will love!
• Merle Norman Spring Gift With Purchase! — Brighten their day with a free gift this spring.
• Kawasaki Trade-Up Program! — Upgrade to the latest Kawasaki and save.
• Ranger Boats Big Bass Boat Sale! — Big savings on boats built for anglers.
• Hyundai Spring Getaway Sales Event! — Hit the road with great deals on Hyundai.
• Yamaha WaveRunners First Launch Sales Event! — Be first to ride the waves with Yamaha.
• Hustler Pro Sales Event! — Tough, professional-grade mowers at a great price.
• Scotts Lawn Savings! — Easy ways to get a lush, green lawn this season.

Dec 3, 2024 | Media, Retail, Advertising and the Economy, Industry Press Highlights Executive Summary: Black Friday 2024 saw a resurgence in in-store shopping, with a record-breaking...

For much of the 20th century and into the 21st century, we were told the world, our lives would be transformed on an epic scale. Of course, it has, but many don’t recognize or realize it because most of us are focused on earning a living, caring and nurturing a family, contributing to our communities and finding some time for leisure activities during our busy lives. Because the greatest human attribute is our adaptability, we almost unconsciously accept and even welcome new technologies

AI is becoming a powerful creative partner for local media and ad agencies, not by replacing human imagination but by enhancing it. Rather than chasing the perfect prompt, creatives should treat AI as a collaborator—starting with their own unique ideas and refining outputs through conversation and iteration. Tools like ChatGPT and Claude can help generate scripts, taglines, and campaign concepts, but the human touch is essential for emotional resonance and cultural relevance. The most effective use of AI comes from using it to explore options, not finalize them, and by pushing back when results are too generic. Ultimately, AI reflects the creativity you bring to it—so start with your voice and let the machine help you shape it.

Fuel your week with these can’t-miss co-op deals!
• Suzuki — Helping Riders Get on the Road! — Hit the road in style with Suzuki’s incredible offers on motorcycles and ATVs.
• Generac Fall Sales Event! — Keep your home powered all season long with Generac’s unbeatable fall deals.
• Cunard Cruise Line — Explore With More! — Sail away with exclusive savings and added perks on your next Cunard adventure.
• Upgrade Your Comfort This Season With Heil! — Stay cozy and efficient with fantastic offers on Heil heating and cooling systems.
• GMC Certified Service Fresh Start Tire Event! — Roll into fall with confidence and savings on tires at GMC Certified Service.
• Mitsubishi Motors Military Rebate Program! — Enjoy special savings for military members on Mitsubishi vehicles.
• Upgrade Your Can-Am and Stay Ride Ready! — Gear up for adventure with amazing deals on Can-Am ATVs and side-by-sides.

Local media sales teams are entering 2026 with more revenue pressure, but many are still using outdated routines that don’t match how advertisers buy today. A Local Media Association webinar highlighted three common mistakes that stall growth: weak self-promotion, overreliance on old advertiser lists instead of active prospecting, and inconsistent follow-up that fails to nurture leads long enough to win. The fix is a modern sales system—promote your expertise consistently, use AI to build smarter prospect lists and save time, and run a disciplined, value-driven nurture cadence instead of “just checking in.” Teams that modernize how they sell will build fuller pipelines and shorter sales cycles, while those that don’t will keep fighting the same churn with the same habits.

As leaders, a key element of our job is to maximize the performance of each person on our team. We do this through hiring the right people, training, giving them tools/processes/programs/systems to help them perform, providing the right support, eliminating barriers to their performance, and constantly coaching/developing them. We set performance goals, we measure their attainment against that performance.

Legacy media is gaining renewed relevance because marketers are starting to see the limits of a media marketplace driven too heavily by automation, cost efficiency and interchangeable performance metrics. For local radio, TV, cable, print, outdoor and digital companies, the opportunity is to sell not just inventory, but strategic partnerships built on trust, context, creativity and market-level influence. The winners will be the media organizations and agencies that can combine local audience relationships with integrated ideas that help advertisers stand out in an increasingly commoditized environment.

The greatest threat to your organization’s success isn’t your competition—it’s your leadership style driving top talent out the door. In my work coaching senior executives, I’ve documented a concerning pattern: leaders often remain blind to the behaviors that prompt their most valuable employees to quietly plan their exits.

The International News Media Association (INMA) has launched a new initiative designed to help media organizations mdash;including local newspapers, magazines, radio, TV, billboards, and digital publishers mdash;navigate the increasingly complex digital advertising world. Spearheaded by industry veteran Gabriel Dorosz, the initiative offers practical guidance on data use, ad innovation, cross-platform strategies, and leveraging AI for better monetization. Through webinars, reports, and live sessions, INMA aims to equip local media sales teams with the knowledge and tools they need to stay competitive and profitable. As digital now commands 75% of global ad spend, this effort is timely and vital for salespeople aiming to evolve their strategies and grow their revenue.

It’s not just what you say; it’s how you say it. In fact, what you say matters a lot less than how you’re perceived, especially in sales. You have to exude confidence and calmness when calling on prospects. Because, if you don’t, they’ll pick up on it, and you won’t be seen as trusted and valued. If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you’ll be on your way to a successful appointment.

Meta’s reported decline of 20 million daily active users across its family of apps suggests that even the largest digital platforms can lose audience momentum when feeds become cluttered, repetitive or low-value. For local media sellers and agencies, the lesson is clear: advertisers do not simply need impressions; they need attention in environments people still trust, use and value. Radio, TV, cable, print, outdoor and local digital can use this moment to argue that quality content, community relevance and audience loyalty are increasingly valuable alternatives to algorithm-driven clutter.

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