I’ve seen a series of posts offering tricks and techniques to eliminating objections. Every day, we see experts commenting on objections, “how to overcome them, how to handle them, how to eliminate them.” Objections are often positioned as a battle between sellers and the customer, with our objective to prevail, defeating the customers’ objections

Understanding how different generations consume media and interact with advertising is critical for local media sales success. A recent pair of studies reveal that Gen Z favors social media and interactive content, while Baby Boomers rely on websites, reviews, and informative messaging. Gen Z still values email—particularly in professional settings—but with different expectations than older cohorts. For local media sellers, tailoring content formats and advertising strategies to each generation's preferences is key to boosting engagement and driving ad revenue.

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A number of industries and potential advertisers can benefit from grant money. Nonprofit organizations usually rely heavily on grants to finance operations and special projects, but the media can also benefit from these funds. Partnering with a nonprofit organization to apply for grant money gives your station a chance to help the group reach its goals, while generating revenue for your station.

Automatic Content Recognition (ACR) is a technology embedded in smart TVs that identifies what content viewers are watching—across broadcast, cable, and streaming—by matching pixel or audio samples to a vast content database. This allows advertisers and local media reps to move beyond traditional ratings and gain precise, real-time insights into audience behavior and engagement. ACR empowers local advertising to evolve from broad media buying to data-driven strategy, enabling more targeted, measurable, and effective campaigns. It also democratizes access to advanced analytics, giving small businesses the same tools as national brands. As Keith Kazerman of Locality notes, “ACR allows us to truly understand the engagement that audiences are having across every screen,” marking a new era of precision and partnership in local media.

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.

The perception of many people of the digital age is that we’re being propelled through rapid changes at an unprecedented pace. Many of the innovations of the digital age, from smartphones to electric vehicles to robotics, have replaced older technologies or introduced new ones. Money, one of the basic components of commerce for approximately 5,000 years, is being similarly transformed into a digital form. It’s a historical moment with major implications for every human, every business and every government.

Quite likely, the dominance of sports in modern American culture is only exceeded by the biggest non-athletic competition, politics. Kantar Media’s report on total US advertising expenditures for 2014 – a 0.7-percent increase to $141.2 billion – supports this conclusion, as it stated the increase was attributable to the Winter Olympics, World Cup and the mid-term elections. According to Kantar

The NRF’s 2026 retail forecast points to continued consumer spending growth, but the gains are expected to be uneven, with higher-income households driving much of the increase. For local media sales reps and agency professionals, that means the opportunity is not simply to sell more advertising, but to show retailers how radio, TV, print, outdoor and digital can work together to reduce hesitation and move consumers toward action. In a year where retail growth looks real but selective, the most effective media sellers will be the ones who connect media choices to timing, geography, trust and measurable business outcomes.

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.

Picture the media landscape as an elevated plateau. TV and digital share the safe center, with radio (audio would be a better category name), direct mail and OOH (outdoor, theater, etc.) in close proximity. Near the edge of the plateau, magazines have dug in their heels trying to stop any further slide towards the cliff. Newspapers, however, are teetering on the brink, an ill wind or loose footing could send...

Parents, teachers and other influential adults teach the members of each generation the skills they need to lead a fulfilling and healthy life. Navigating an ever-more complex consumer landscape is one of the most important sets of skills. Gen Zers like recent generations were born into a world driven by consumption. That consumption engine is responsible for approximately 70% of the United States GDP, and Gen Zers are expected to keep stoking that engine.

Nov 12, 2024 | Digital Media and Technology, Industry Press Highlights Executive Summary: Pinterest has positioned itself as a top destination for holiday shopping this...

Jeff Bezos founded Amazon in 1994 with a vision to build an online bookstore, but his relentless focus on customer obsession, innovation, and long-term thinking transformed it into a global tech and retail empire. From the early days in a Seattle garage to launching Amazon Web Services, Alexa, and acquiring The Washington Post, Bezos consistently pushed boundaries across industries. His leadership style—rooted in experimentation, operational excellence, and bold vision—helped Amazon redefine commerce, logistics, and cloud computing. Bezos’s journey offers powerful lessons in brand building, customer experience, and strategic risk-taking for marketers, media professionals, and entrepreneurs alike.

As a sales manager, it’s important that you continually take new courses of action to help your team generate more sales. Here are six practical methods you should consider. 1. One-on-One Coaching By helping your sales representatives to become more skilled and confident in their approaches, regular coaching is crucial. Yes, as a sales manager you’re sure to have a busy schedule, so finding the time to coach your team to assist them in their skills and confidence levels may be difficult. But don’t lose sight of the end goal.