Weekly Newsletter January 12, 2026

Essential Lessons for Today's Local Media Sales and Agency Professionals
From Privileged Child to Scrappy Entrepreneur: The Early Years That Built a Sales Mindset
Ted Turner, born into privilege but shaped by personal tragedy, transformed a small billboard business into a global media empire by pioneering innovations like the superstation WTBS and the 24-hour news network CNN. Despite facing skepticism, industry resistance, and the eventual loss of control over his company, Turner consistently rebounded by pivoting into philanthropy, environmentalism, and global advocacy. His bold decisions—like donating $1 billion to the United Nations and creating Captain Planet—reflected a deep commitment to purpose beyond profit. Turner’s life teaches media professionals the power of vision, resilience, and values-driven leadership. As he famously said, “You should set goals beyond your reach so you always have something to live for.”

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. Today’s uncertain economic climate only complicates matters. Many revenue leaders have gone in search of the right tools and strategies to help sellers thrive. And many have turned to sales enablement. At Mindtickle, we recently commissioned a survey of 500+ sales leaders, sales reps,

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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.

Media sales is a competitive, fast-paced field that requires constant refinement of skills to stay ahead. One effective way to enhance your sales abilities while keeping training engaging is through the Pitch Perfect Challenge. This interactive sales training game simulates real-world scenarios, helping media sales professionals sharpen their skills, build confidence, and improve their ability to close deals—all in a fun and dynamic way.

Traditional media—radio, TV, newspapers, magazines, cable, and outdoor—continues to play a vital role in building brand awareness and trust, even as digital platforms dominate the advertising landscape. Despite the rise of programmatic and targeted digital ads, traditional channels offer unmatched transparency, broad reach, and credibility. Growing concerns over digital ad fraud, which costs advertisers billions annually through tactics like click fraud and domain spoofing, are prompting marketers to rebalance their media strategies. Leading brands are integrating traditional and digital media to create full-funnel campaigns that combine mass exposure with precision targeting. As younger audiences rediscover analog experiences, traditional media is proving its resilience and relevance in a hybrid advertising future.

A new survey from the Local Media Consortium finds that 83% of local media professionals expect digital revenue to grow or remain steady in 2025, with gains driven by video, subscriptions, and newsletters. While some challenges persist—particularly around digital ad revenue and staffing—AI adoption, cross-platform content strategies, and audience engagement are gaining ground. These trends provide a strong foundation for media sellers to deliver smarter, more tailored solutions to local advertisers. The data underscores the continued relevance and revenue potential of trusted local media in a fragmented digital landscape.

There are a handful of popular and effective ways to stay in contact with customers, but it’s important to understand the limitations and how to utilize technology to your advantage. Opinions expressed by Entrepreneur contributors are their own. Most people running a business are well aware that customer communication is critical to success, but that’s only partially correct: It’s only successful when executed in a way that not only engages customers but builds meaningful relationships

Consumers plan to spend an average of $890.49 this holiday season—the second-highest level in 23 years—despite concerns about tariffs and rising prices. About $628 will go toward gifts, showing budgets remain strong even as shoppers grow more value-conscious. While 42% begin browsing before November, 63% plan to buy mainly over Thanksgiving weekend, with 60% finishing in December. Online leads all channels (55%), followed by grocery, department, and discount stores, underscoring the need for integrated digital and local strategies. For local media and agencies, success will hinge on value-driven, well-timed, and locally relevant campaigns that blend digital precision with community connection.

It may be a metaphorical stretch, but convenience stores are like the general store and travel waystation of the 19th century: they are essential to their communities, but as with so many retail sectors during the pandemic, the transformation already begun must accelerate so convenience stores remain vital. Some convenience stores have been critical during the pandemic, such as the Arivaca Mercantile in Arivaca, AZ, as the nearest gas station and grocery store are more than 35 miles distance.

Micromanagement. We have all experienced it – and if you are a leader, you have mostly likely done it. Yet no one ever says that great leaders are micromanagers. If it isn’t effective and we don’t like it done to us, why do we micromanage? Not all the items on this list will affect or afflict all leaders in the same way, but all are among the reasons why we take over, step in, or “try to help.”

In a world that never stops evolving, how ready is your team to pivot, innovate, and lead?
At Marketing Insights, we understand that adaptability isn’t just an asset—it’s a necessity.

Success today demands more than just strategy; it requires flexibility, creativity, and the courage to embrace uncertainty. The best marketers and leaders thrive by turning challenges into opportunities, crafting fresh narratives, and continuously reinventing their approach to connect with changing audiences.

This collection of quotes celebrates the power of:
⚡Embracing change as a catalyst for growth.
⚡Harnessing innovation to solve problems in new ways.
⚡Cultivating flexible thinking to stay ahead in a shifting landscape.

Nov 16, 2024 | Media, Retail, Advertising and the Economy, Industry Press Highlights Editorial credit: Jonathan Weiss / Shutterstock.com Executive Summary: Advance Auto Parts plans to...

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