Recently, I had an interesting conversation with an executive. It was a large organization. By most measures, it was extremely successful. Year after year of good (perhaps not great) revenue growth, good profitability. They checked all the boxes the financial markets tend to care about and it was reflected in their stock price. But the executive was uncomfortable. As we peeled back his concerns and started looking at the data, we discovered some interesting things:

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.

You are a modern leader, one smart enough to engage your team, improving their plan by allowing others to contribute to their decisions. Some of your team’s contributions are valuable, with many ideas stemming from their different views and experiences. Because you invite them to own and participate in certain decisions, your team is more committed to the plan.

I was delighted to be asked to contribute the following article to the International Journal of Sales Transformation’s special report on “Emerging from the Pandemic”. I chose to focus on issues that I believe B2B sales leaders should be prioritising in 2022. As always, I’d welcome your comments. As we head towards 2022, sales organisations are emerging from a tumultuous two years.

As the media world and brands and retailers rsquo; ad spending becomes ever-more complex, competition is fierce, but more collaboration is required so everyone in that competitive arena can succeed. The expansion of media channels to engage with consumers more effectively and efficiently has diluted audiences on some of those channels, but agencies and advertisers have more pathways to reach targeted consumers, which is a positive trend.

People and, therefore, consumers are complex creatures.  It’s even more the case today, as the world, in general, and the lives we live, specifically, bear little or no resemblance to the world and the lives of our childhood, whether we are Baby Boomers or Millennials. The rapid technological transformations we are experiencing today and those that will overwhelm and amaze us during the remainder

Weekly Newsletter March 30, 2026

It’s time to take a deep breath and stop all the hand wringing about the demise of TV, as a content and advertising medium, and the ascendancy of digital, as TV’s replacement. It hasn’t happened and is unlikely to occur like the “sky-is-falling” advocates claim it will. A good place to start is THE MEDIACENTER’s August 2016 Online Newsletter.

As a kid one summer, I captured grasshoppers in a glass jar. I was transfixed watching the mechanics of them jump. I remember the ping as they flung themselves against the tin lid I’d punched holes in so they could breathe. Before going to bed, not wanting to wake up to a jarful of dead grasshoppers, I removed the lid, fully expecting them to hop to freedom. But the oddest thing happened. They could pop right out, but they only jumped as high as the lid had been before I removed it. I finally had to dump them from the jar to save their lives.

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights, more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently. Regardless of your revenue goals,

Whenever you hear someone declaring that a particular thing is dead, you can be certain of two things. First, there is likely a survey from a large consulting group with clients who want the survey to confirm what they wish to be true. Second, whatever is supposedly dead is very much alive and kicking.

During the Holidays, together with family, often the conversation goes back to old memories. In one of these conversations, my Mom and Sister ganged up on me. They reminded me of the struggles my Dad and I had with my misbehavior.

Sales meetings are a critical component of keeping your team aligned and motivated. But too often, they can feel like a chore rather than an opportunity for growth. With proper planning, these meetings can energize your media sales team and drive results.

Understanding today’s consumers is crucial for brands, retailers – and media sales AEs. New niches of consumers are being added to the American “melting pot,” bringing their cultural influences, spending behaviors and media choices into the marketplace. New technologies are helping, such as NextGen TV, which will make it easier for local retailers, but especially minority businesses, to engage with neighborhood audiences who are more likely to buy their products and services.

In the ever-evolving world of advertising, choosing the right media platform can make all the difference. Whether you’re looking to reach a broad audience with television or tap into niche markets with podcasts, every media type offers unique advantages for advertisers. Our in-depth PDF guide, Why Media?, breaks down the benefits of various advertising platforms—from traditional outlets like newspapers, television,