Mega-Conference, Feb. 24-26

Sales Transformation: Building a Sustainable Model

Here's a free session bonus!


Here's a great bonus for Mega-Conference attendees – and those thinking about attending!  Download a free report on "Sales Transformation: Building a Sustainable Model."  (details below about how to download this report)

Be sure to set your travel arrangements so you can stay through 10 a.m. on Wednesday, Feb. 26. You don't want to miss the closing session.

BIA/Kelsey executives Charles Laughlin, senior vice president, and Jed Williams, vice president, consulting and senior analyst, will present a compelling new model for sales success and map out effective pathways to change. Their experiences offer best practice examples for similar local media companies looking to advance their own sales organizations. (Read More)

Sales Transformation:
Building a Sustainable Model

Download a revealing report on what real "sales transformation" looks like.

The current local media sales environment bears little resemblance to what it was a decade ago. Yet, there's no single magic template to transform sales within an organization.

What can be done to offset this situation?

In the report, Sales Transformation: Building a Sustainable Model, BIA/Kelsey offers answers by showcasing six companies that demanded and achieved organizational transformation from top to bottom. Their experiences offer best practice examples for similar local media companies looking to advance their own sales organizations.

Now, as a warm-up to the upcoming Mega-Conference, where analysts Charles Laughlin and Jed Williams will keynote the session Local Media Sales Transformation Playbook, BIA/Kelsey is offering the report to everyone attending (or thinking of attending). Download the report at this link, and let them know what you think. See you at the conference!

About our presenters:

Charles Laughlin applies the skills he developed as a reporter and editor to the daily tasks of helping BIA/Kelsey clients understand what is happening in the world of Yellow Pages and offering insights into where the business is moving. His approach is built on doing the legwork necessary to understand what the industry's key players are doing, what they are thinking about, and how they plan to adapt to the changing nature of the directional media business.

Since becoming program director of The Kelsey Report®, BIA/Kelsey's flagship Continuous Advisory Service, Laughlin has expanded the scope of the program from an exclusive focus on new technologies for directory publishers to a broader look at how Yellow Pages is competing in the media marketplace – both analog and digital. He has been instrumental in expanding BIA/Kelsey's product portfolio. In 2002 he led the development of Global Yellow PagesTM, a comprehensive, 400-plus-page worldwide industry fact book that grew to 566 pages with the publication of GYP2007.

Laughlin earned a B.A. in English from the University of Illinois.

Jed Williams manages the company's strategic consulting practice and empowers clients to build and execute successful digital media business strategies. He has expertise in market research and segmentation, forecasting, strategic planning, new product development, partnerships and competitive intelligence. His domain specialties include social media, mobile platforms, digital advertising and ecommerce.

Williams has led strategic consulting projects for AOL, The Associated Press, Deseret Media, Google and Time-Warner Cable, among others. He is also a frequent speaker at industry events whose insights have been cited in The New York Times, The Wall Street Journal, USA Today, The Financial Times, Bloomberg, Ad Age and the BBC.

Williams received his master's in media business from the School of Journalism and Mass Communications at UNC-Chapel Hill, where he was named the Outstanding M.A. Graduate by the school. He has written extensively on creative destruction and disruptive media. His work has been published by the Columbia Journalism School and the Yale School of Management.

Interested in speaking with them about sales transformation? Contact them at


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