Building a productive sales environment
Newspaper companies can't take a passive approach in how they approach the hiring of salespeople. They must implement a proactive hearts-and-minds marketing campaign in order to build what Charity Huff, managing partner of Maroon Ventures, calls the A-Team.
During the SNPA-Inland Annual Meeting, Huff shared proven, successful strategies to build a productive sales environment, maintain a healthy pipeline of qualified sales professionals, and reach new customers with compelling marketing tactics.MORE
Monster partners with Florida's Sun Coast Media Group
Monster has entered into a partnership with Sun Coast Media Group, a publisher of nine local newspapers in southwestern and central Florida. The agreement enables Sun Coast newspapers to offer a wide range of recruiting solutions to better serve candidates and employers across its circulation area.MORE
Strategic partnership opens new doors for local newspapers
AdCellerant has been selected as a preferred partner solution by The Local Media Consortium, a strategic partnership of leading local media companies. AdCellerant is an ad technology and digital marketing services provider, specializing in programmatic display, mobile, tablet, video, native, email and search marketing campaigns for local media companies.MORE
Gamut introduces Real Delivery, a human-delivery commitment for programmatic digital advertising
Gamut, a solutions-based digital advertising organization from Cox Media Group, has announced the introduction of Real Delivery, a pledge that brands and agencies will not be charged for invalid display impressions, as determined by long-time digital measurement provider, Moat.MORE
Do you have a Sales Rep Evaluation Form that you can share?
An SNPA member is seeking an advertising sales rep evaluation form. Do you have one that you can share?MORE
With online advertising on the rise, how can newspapers find, train and keep digital sales reps?
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."
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What your salespeople are afraid to tell you
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.MORE
Fake websites and fake users: The perfect recipe for ad fraud
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.MORE
Can small community newspapers successfully launch digital ad agencies?
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.MORE
The next media disruption tool: Predictive analytics
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.MORE
Borrell Associates launches bimonthy podcast
Borrell Associates has launched a bimonthly podcast discussing the latest trends in local marketing. Joining Gordon Borrell for these lively 20-minute shows is Corey Elliott, executive vice president of Local Market Intelligence. Borrell says they make a good team "because we don't always agree."More
A new advertising support position at the Northwest Florida Daily News is paying off, according to Ethan Aden, digital sales manager for the paper based in Fort Walton Beach.
The job title is sales engineer, and the goal is to put together multimedia proposals for the sales reps to present to clients – complete proposals backed by research into markets, demographics and other factors.More
Stratica software meets changing conditions
The first two pieces of Brainworks Software's new Stratica platform drew a lot of attention during the trade show at the Key Executives Mega-Conference in Las Vegas.
"We were constantly busy," said Rick Sanders, president and CEO of Brainworks. "It was terrific."
Brainworks rolled out its new Stratica Advertising and CRM products at the conference and offered demonstrations. Stratica is web- and browser-based and combines print and digital transactions. It will improve a media company's ability to make revenue forecasts and track whether projections are being met, among many other functions.More