A new study from the American Association of Political Consultants Foundation suggests that AI disclaimers on political ads may be reducing voter trust rather than improving transparency. For local media sellers and ad agencies, the lesson is clear: political advertisers will need more than legal compliance—they will need credible media environments, careful creative execution and voter-sensitive messaging. Radio, TV, cable, print, outdoor and digital platforms can strengthen their value in political campaigns by helping candidates communicate clearly, disclose responsibly and avoid turning transparency into suspicion.

The best sales teams get into an aligned operating rhythm and execute using agreed-upon best practices. So many sales organizations operate with frontline sales managers “doing their own thing.” It reminds me of the times I spent watching my step-daughter’s Pee Wee/youth soccer games when she was growing up. She played in an all-girl league, and wherever the ball rolled, the ponytails followed.

Radio is facing the challenges of streaming services, new sources of digital audio content and podcasting. Radio’s business challenges are more complex, including heated debates about deregulation and traditional infighting among broadcast companies and local stations. As Facebook and others actively develop the “metaverse,” the audio medium will expand even further. Radio must present a united front to be fully integrated into any future metaverse while maintaining its unique position for listeners and advertisers.

Dec 2, 2024 | Digital Media and Technology, Industry Press Highlights Executive Summary: X, formerly known as Twitter, has launched new labels for parody and fan...

Remote work was on the rise before the 2020 pandemic. But now the model is here to stay. In the last year or so, many homebound knowledge workers have adjusted their typical office routine. The benefits range from money saved on commutes to the ability to hire more geographically diverse applicants. But there are challenges, too. After 11 months of working from home, staying consistently productive and tuned in to the needs of the rest of your team may be difficult.

Podcasting has rapidly grown into a mainstream media channel, with over 135 million monthly U.S. listeners and more than 5 million active shows worldwide. A June 2025 study by Sounds Profitable and Signal Hill Insights found that podcast ads outperform other media in driving consumer action, with 22% of listeners making immediate purchases and high rates of promo code use, brand searches, and social engagement. The personal, trust-based nature of podcast ads makes them especially effective across diverse product categories. Local media outlets—radio, TV, newspapers, and magazines—can extend their advertising offerings by integrating podcasting into their content and sales strategies. As consumer behavior shifts, podcasting offers a high-conversion, high-engagement opportunity that traditional media can no longer afford to overlook.

In our rush to stereotype and pigeonhole living, breathing humans for a variety of reasons, members of Generation X have been designated with the birth years of 1965–1980, or 41 to 56 years of age as of 2021. There may be fewer members of Generation X than other generations, but they are a very valuable consumer group because of their career status, above-average income and a focus on family life, among other characteristics.

This article provides valuable insights for local media salespeople in newspapers, magazines, billboards, TV, and digital platforms. It covers recent developments in the automotive industry, including tariff adjustments, technological advancements, and production shifts. Understanding these changes can help media sales professionals tailor their strategies to better serve automotive clients and capitalize on new advertising opportunities.

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.

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.

Closing is perhaps the easiest commitment to acquire. But for this to be true, you need to gain a number of commitments. In 2016, after publishing The Only Sales Guide You’ll Ever Need, I had already started writing The Lost Art of Closing: Winning the 10 Commitments That Drive Sales on my flight from a meeting with the publisher in New York.

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Local media companies are under growing pressure from platform competition, advertiser fatigue and fragmented buying behavior, but the deeper problem is not a lack of demand—it is an overreliance on transactional selling and short-term revenue. The strongest local media organizations will be the ones that borrow the discipline of SaaS-style go-to-market systems by focusing on recurring revenue, retention, customer success, smarter packaging and predictive metrics across broadcast, print, outdoor and digital. For AEs, managers and agencies alike, the opportunity is to stop merely selling inventory and start building renewable advertiser relationships that create stronger client results and more stable long-term growth.

Business Background

• The US funeral services industry generates around $19.1 billion in annual revenue (IBISWorld, Funeral Homes in the US – Market Size, Industry Analysis, Trends and Forecasts (2024-2029)) with a projected CAGR (Compound Annual Growth Rate) of 1.0% through the end of 2024 (though the pandemic caused a temporary spike).
• The industry is primarily made up of small, family-owned businesses with over 87% falling into this category (National Funeral Directors Association, Statistics). There are also some larger, publicly traded companies.
• The industry is experiencing a shift towards cremation as a more affordable and space-saving option. Additionally, there’s a growing demand for personalized funeral services that reflect the deceased’s life and values.

Realtor.com’s “Unpacking the Mover Mindset” reveals that movers are a high-value audience, making major purchase decisions within 90 days of relocating and showing increased openness to new brands and services. Local media outlets are uniquely positioned to connect advertisers with movers through trusted, community-based messaging. The Media Audit profiles newcomers and their media exposure. The Realtor.com report identifies three key phases of the mover journey—pre-move, move week, and post-move—and four mover personas, each with distinct needs and behaviors. Media sellers can capitalize on this by offering targeted ad packages, welcome guides, and geo-targeted campaigns aligned with mover timing and mindset. By leveraging these insights, local media can drive meaningful results for advertisers and deepen their role as essential partners in the community.