Sales Strategy

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…

4 Steps to Reinvigorate Sales & Radically Transform the Publishing Business
March 27, 2019 at 11:53 am

Steady decline in readership and advertising revenue are the current operating environment for local and specialty publishing. According to News Media Alliance and Pew Research Center,  advertising revenue for publicly traded publishers declined roughly 30% from 2013 to 2017. That represents billions of dollars in lost revenue. Apple News launched during this same period, promising…

4 Print-Centric Assumptions Publishers Should Avoid Online
February 20, 2019 at 10:30 am

In the early years of television, news broadcasts were virtually identical to their radio counterparts, except you could see the guy who was reading the headlines. It took a few years for the networks to rethink how to present news using the new capabilities that TV offered. In many ways, online publishing has been even…

Bloomberg Media's CRO Thinks It's a Great Time to be a Publisher
January 21, 2019 at 12:02 pm

It is, to hear Bloomberg Media's Keith Grossman tell it, both the best of times and the worst of times to be a publisher, depending on who you ask. On January 1, the global chief revenue officer broke down his view of the digital media landscape on LinkedIn in an inelegantly titled manifesto called "Topline…

MediaPitch: Indigo Trigger Aims to Streamline Operations for Media Companies
January 10, 2019 at 11:19 am

Workflow inefficiency has emerged as a clear hurdle for media companies as product portfolios have become more diversified and content platforms have multiplied, complicating sales, ad, and production operations. These operations inefficiencies become a tax on publishers’ resources and revenue, and strip bandwidth from other value-creating efforts. Indigo Trigger aims to tackle the problems caused…