You’ve got a good team. The results are solid. You genuinely like one another. Trust is good too. And yet. You have a feeling you’re capable of more. What’s missing? If you’re fortunate to be working on a good team, it can be tempting to keep doing what you’ve always done. But Marshall Goldsmith’s advice for leaders is true for teams too, “What got you here, might not get you there.”

(By Pat Bryson) I was on a market visit with one of my stations a few weeks ago. We were discussing how to sell a sports team whose games we carry. Traditional sponsorship offered the choice of day games or night games. Take your pick or buy both. There are many more night games than day games. Which one would you buy?

Weekly Newsletter February 23, 2026

As much media coverage and hype e-commerce receives, its 2013 revenue total of $262.3 billion was still only 5.8 percent of total US retail sales, which was $4.533 trillion. Although e-commerce sales will increase 87 percent from 2013 to 2018, it will account for just less than 9 percent of all US retail sales, forecasted to reach $5.552 trillion.

Physical retail maintains strong pull despite e-commerce growth, offering local media and agencies key targeting opportunities. Despite e-commerce growth, 76% of consumers consider in-store shopping a holiday ritual, with three-quarters saying it's essential to feeling festive and connected. Physical stores drive higher-value purchases, as 70% of shoppers feel more comfortable buying premium items in-store versus 30% online, while 72% trust in-store quality more than online options. The research challenges Black Friday's effectiveness, with 84% of consumers preferring deals spread throughout November and December rather than concentrated one-day events. For local media sales reps and agencies, the data suggests opportunities in sustained promotional campaigns, experiential retail messaging, and targeting Gen Z shoppers who show the strongest affinity for in-store discovery.

In the bustling world of media ad sales, a veteran General Sales Manager (GSM) is akin to a seasoned captain steering a ship through ever-changing waters. As digital waves crash and consumer winds shift, how can you, the experienced captain, lead your crew to success? Let’s dive into a story that illustrates the journey and uncover strategies to enhance your team’s performance and boost sales.

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.

We have all heard about the Great Resignation. The notion that many people are leaving their job or not returning to work has been a persistent theme of 2021 and 2022. There are any number of theories as to the cause of this trend: Pay scales were too low. Government benefits were too high creating a disincentive to work. People were fearful of getting sick and/or bringing the virus home to members of their family.

PPC advertising is surging in popularity thanks to its scalability and fast turnaround. Adrian Falk outlines five key trends reshaping social advertising: short-form video, AI-generated content, Messenger-based campaigns, micro-influencer UGC, and automated AI targeting. For local media sales teams, these shifts highlight new opportunities to integrate digital tactics into traditional campaigns and drive better results for small and mid-size advertisers. Embracing these trends can position local media as savvy digital partners mdash;not just legacy platforms.

Weather forecasting has been around since the 1700s, when the nation’s livelihood literally depended on the weather. Benjamin Franklin published his own weather reports, as did Robert B. Thomas, whose Farmer’s Almanac is still published to this day. As technology supported new media like radio, television, and the Internet, weather was always a staple of any news broadcast—though today’s

Fuel your week with these can’t-miss promotions!
• More Peace of Mind More Rewards From Lincoln! — Drive with confidence and enjoy exclusive perks.
• Go Wild With RhinoAg’s Best Deals! — Power your farm with unbeatable equipment savings.
• John Deere’s Annual Parts-A-Thon! — Keep your machinery running strong with great parts deals.
• Buy New Tires Stash Some Cash With Uniroyal! — Upgrade your ride and save.
• KIOTI Red Hot Summer Savings! — Heat up your workday with powerful equipment at hot prices.
• Lopi Hot Summer Sale! — Warm your home with fireplaces and great deals.
• Grasshopper’s MowDay Tour Special! — Cut through summer chores with top mower deals.

Will 2023 be a boom year or a bust for your cluster or company? Based on its work with 500 local media company clients, technology and digital advertising services company AdCellerant suggests these four things to keep your local media business ahead of a recession. Chief Revenue Officer Melissa Sheehan and VP of New Business Development Ben Bouslog presented these suggestions during the recent Borrell Miami conference.

Invest One Hour a Month to Help Your Team Perform Even Better Every truly high-performing team has one thing in common: They spend time in candid conversation talking about what’s working and consistently look for ways to improve. They look at the work they’re doing and ask “how can we” do this EVEN BETTER? And they enjoy and celebrate their success.

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.

In media sales, your ability to build relationships, influence decision-makers, and close deals depends as much on how you communicate as what you say. While seasoned sales professionals understand the fundamentals of body language—eye contact, posture, and mirroring—true mastery involves recognizing the subtle cues that reveal client intent, controlling your own nonverbal signals, and using advanced techniques to create trust and urgency.