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Building a Winning Local Media Sales Playbook
In the digital era, direct selling is dead. The modern media buyer no longer has the appetite for product monologues from overzealous salespeople.

In fact, a recent survey of 3,000 advertisers by Borrell Associates found local businesses overwhelmingly prefer dealing with relationship-oriented media reps with the skills to help them craft a clear marketing strategy tailored to their unique circumstances.

This is a huge shift from the transactional approach of selling ad inventory. It requires local publishers to pivot to a playbook that puts a business’s holistic digital needs, along with exceptional service, at the center of an organization’s culture.

You’ll learn about:
- The modern media buyer’s mentality and journey
- How to retool and reskill your sales force for the digital era
- The traits to look for when hiring digital reps in today’s competitive market
- How to reward and incentivize reps to provide great service and sell digital
- The secrets to retaining reps and keeping clients satisfied for the long-term

- Samantha Johnston, Founder & Lead Strategist, Strategy Hound, LLC
- Robert Walker-Smith, Digital Revenue Director for the Knight x LMA BloomLab of Local Media Association
- Vishal Teckchandani, Content Editor & Host, Vendasta

Who's it for?
- Publishers, CEOs, Presidents
- Sales and revenue leaders in news publishing and broadcast


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