With online advertising on the rise, how can newspapers find, train and keep digital sales reps? 5/16/17

Newspapers recognize the importance of digital sales, and if they want to succeed, they need to focus on recruiting these reps.

"Digitally savvy reps and digitally focused reps are more important than ever for our business model," said Brad Boggs, senior director of interactive sales for The Post and Courier in Charleston, S.C. "I think it goes without saying that upping the ante on digital sales is critically important for the future of our industry."

Read more from Editor & Publisher


What your salespeople are afraid to tell you 4/4/17

It seems like most managers have forgotten the mentorship part of their jobs – if you listen to the voice of the sales rep. "He doesn't seem like he wants to help me out," a respondent said about his manager in SalesFuel's 2017 Voice of the Sales Rep study.


Fake websites and fake users: The perfect recipe for ad fraud 2/7/17

By Susan Kantor, director, marketing and communications, Alliance for Audited Media (reprinted with permission)

The Alliance for Audited Media recently sat down with Dr. Augustine Fou, a recognized thought leader in digital strategy, integrated marketing and ad fraud research. In part one of this two-part interview, Dr. Fou shares his experiences with ad fraud, the bots behind it and how bad actors take money away from good publishers and advertisers.


Can small community newspapers successfully launch digital ad agencies? 2/7/17

Reprinted with permission from the University of North Carolina School of Media and Journalism

What is the future of newspaper advertising departments in small, low-growth communities? Can the print sales reps at these newspapers become digital advertising experts? JoAnn Sciarrino, Knight Chair in Digital Advertising and Marketing at the University of North Carolina, explores these questions in a case study on The Whiteville News Reporter, a Pulitzer-Prize-Winning, twice-weekly paper with a print circulation of 10,000.


The next media disruption tool: Predictive analytics 1/10/17

By Steve Gray, vice president of strategy and innovation, Morris Communications

Yeah, sure – Big Data. We get it, right?

We all know that the digital age is producing huge amounts of data about consumers and their behavior. And, sure, we know that anybody who's in the marketing and advertising business – like local media companies – needs to get good at it. Right?

Not that we've quite learned how to do it yet. But surely we know – don't we? – that we simply must master it to benefit both ourselves and our customers? And we're working on it, right?

Well, I am. I hope you are, too.

Why? Because somebody is going to bring Big Data to Main Street. If it's not us, Big Data will be the next big wave of disruption in our advertising and marketing business. It's guaranteed to whittle down our local media ad revenues still further.

I've blogged about the huge opportunity and threat of Big Data for local media companies four times in the last 13 months. If you're a regular Media Reset reader, you may be thinking, "What, again!?"

If you're not a regular MediaReset reader, I strongly recommend that you catch up on Big Data and its local media possibilities here.

But I can't stop there. I keep digging deeper to learn more about what Big Data can do and how we can master its potential for ourselves and our customers. And I keep learning.

For the last couple of months, I've been digging into predictive analytics – a narrower niche in the vast expanse of Big Data. It's the sharp cutting edge that is making Big Data even more powerful.

Read the rest of his column


Research Alert: Final analysis on 2016 political advertising 1/3/17

CEO Gordon Borrell says: "Political advertising has gone from an every-other-year bonanza to a never-ending stream of media buying. Understanding what's changed and where it's headed would seem important to anyone involved in advertising."


Can local media find a new home in real estate? 11/29/16

By Steve Gray, vice president of strategy and innovation, Morris Communications

Tired of losing real estate advertising dollars year after year? So are we at Morris Publishing Group.

So a couple of us attended the recent National Association of Realtors convention to see what's hot, and how we might be able to create a new niche for ourselves in the business.

We saw plenty to make us think we can do this.


What's the big deal with native advertising? 11/28/16

From Content That Works

Here are five things every media publisher, from newspapers to TV stations, needs to know about native advertising.


NEWSCYCLE Solutions increases SalesLink CRM capabilities 11/1/16

NEWSCYCLE’s SalesLink CRM 2016-3 includes a Shared Activity module, new dashboards and a comprehensive calendar for sales teams.


Research Alert: Real estate advertisers trimming digital 10/25/16

Shrinking at a rate of 6.3 percent this year, real estate advertisers are "adjusting the dials" for a more appropriate mix of media. And for the second year in a row, the amount that agents, brokers and developers are spending on digital media is declining. Download a free executive summary of this new report from Borrell Associates.