Sales Strategy

3 Key Takeaways from the 2019 Yale Publishing Course
August 22, 2019 at 10:10 am

To be a successful leader in magazine media you must slow down and take stock of what others in the industry are doing – and how you can manage change in your own organization. Each summer, the Yale Publishing Course invites publishing leaders to step into a classroom setting and spend a week doing just that. Here are a few key takeaways from this year's course.

ABM Is Just Good Marketing
August 16, 2019 at 8:00 am

ABM is quickly becoming a staple of modern B2B revenue teams because it's a simple idea that works. B2B sellers concentrate sales and marketing resources on a clearly defined set of target accounts and execute personalized campaigns designed to resonate with each account. The principles aren’t revolutionary, but scaling can be a bit tricky.

4 Ways to Restore Value in Publisher-Advertiser Relationships
August 8, 2019 at 11:31 am

The symbiotic relationship between advertisers and publishers dates back hundreds of years to the rise of print mass media, when branded advertisements emerged as a means of funding the handbills and newspapers that educated the general public, both in the U.S. and abroad. Throughout the centuries, the relationship between advertisers and publishers has evolved gradually.…

Company Data Opens the Door to Data Business Success
July 23, 2019 at 10:33 pm

The hype around creating data businesses is at an all-time high in the B2B media sector. With display ad revenue falling off a cliff and lead-gen business models becoming more challenged, there is a clear focus to diversify digital revenue further, and data models are a clear player in that picture. But, as I talk…

8 Ways to Increase Digital Ad Revenue by 50% or More
July 17, 2019 at 1:23 pm

I recently received a fantastic email from a single title B2B publication that I work with: “As of today, we are on track for $452,380 in digital revenue alone. This is a 66% increase over last year's digital revenues of $271,798!” How did they do it? We took a serious look at how the team…

3 Steps to Creating a Custom Research Offering
June 25, 2019 at 9:02 am

Research can be murky, but publishers enter the arena from a position of strength. They already own key connection points with the audience that can be used to engage in a reportable, statistically significant conversation. Here's a three-step process publishers should follow to create a market research offering.

Why Your Ad Campaigns Aren’t Working & How to Fix Them (Part 2): Effective Ad Design
May 8, 2019 at 1:20 pm

Is your website underperforming for your advertisers? Are they pulling dollars from you to run more with your competitors or to spend on inbound marketing and programmatic ads? In my previous article, we talked about how your biggest ad challenges aren’t necessarily because of you. They’re often due to a misalignment in the advertiser’s campaign…

Why Your Advertiser Campaigns Aren’t Working & How to Fix Them (Part 1)
April 11, 2019 at 12:54 pm

In my 25 years in digital media, I’ve worked with hundreds of publishers and thousands of advertisers in B2B, consumer, and regional markets. I’ve had access to analytics from innumerable ad campaigns and discussions with advertisers in a wide variety of industries. If an ad campaign doesn’t meet their expectations, they (or their agency) will…