You’ve got 30 seconds. That’s how long you have to prove to a prospect that you’re not just another rep with a rate card and a recycled pitch. In today’s crowded, distracted, AI-accelerated world, walking into a sales call unprepared isn’t just lazy — it’s a deal killer. Over the next several columns, I’ll give you the exact prompts, tools and tactics to research smarter, pitch better and close faster by ethically leveraging AI. Let’s start with the sales call prep that turns you from a vendor into a trusted adviser — before you ever say a word. more

What if every newsroom in America posted its journalistic values where everyone could see them? That’s the bold vision behind the Center for Integrity in News Reporting (CFINR), founded by Walter Hussman — legendary publisher of the Arkansas Democrat-Gazette and chairman of WEHCO Media — and led by Executive Director Rufus Friday. Their mission is as ambitious as it is urgent: rebuild public trust in journalism by making transparency impossible to ignore. In this conversation, they reveal how a simple statement of values could transform how audiences see — and support — the news. more

A 2020 Pew Research Center survey found that three-fourths of Americans believe it’s possible to improve public confidence in the media. So, what can news organizations do to repair relationships with their most skeptical audiences? Stuart N. Brotman, a Digital Media Laureate and Distinguished Senior Fellow at The Media Institute, believes it's “especially timely to explore the possibility of a National News Council 2.0 as one way forward.” In this column, he suggests some essential principles and operating procedures to consider. more

For the first time, more Americans are getting their news from social media and video platforms than from television. The Reuters Institute’s 2025 Digital News Report marks this turning point — a wake-up call for legacy outlets and a signal that the next generation of news consumers is swiping past traditional models. Local newsrooms now face a choice: evolve into platform-native storytellers or risk losing their audience entirely. But behind the data lies a more urgent truth — trust, relevance and community connection may still be local journalism’s secret weapon. more

Micropayments have long been the media industry’s white whale — elusive, enticing and ultimately disappointing. But in today’s reader revenue landscape, the question isn’t whether micropayments will replace subscriptions — it’s whether they can strategically complement them. In this column, former Gannett and Baltimore Banner executive Imtiaz Patel revisits the debate with fresh eyes and practical use cases. From out-of-town readers to subscription-phobic skeptics, he argues that short-term access passes may finally make micropayments worth another look. more

As legal threats, political attacks and corporate pullbacks mount, the future of newsroom diversity, equity and inclusion is on shaky ground. From shuttered DEI offices to Supreme Court decisions with industry-wide implications, many media leaders now find themselves asking how — or if — DEI can survive. In this in-depth report, advocates, journalists, executives and legal experts weigh in on where things stand and what’s at stake. The message is clear: retreating isn’t just risky — it’s a step backward for journalism’s credibility, sustainability and connection to the communities it serves. more

What happens when more than 250 civic leaders, journalists, academics, and funders gather to face the collapse of local news head-on? In Detroit, it sparked an unfiltered conversation about trust, collaboration, and what it will take to rebuild journalism from the ground up. In this episode of E&P Reports, five media power players unpack the July 22 “Local News Crisis” event — and what must happen next. If you care about the future of local journalism, this is the conversation you can’t afford to miss. more

Aspiring bull riders peek over the rails to catch a glimpse of their favorite riders at the Macon County Missouri TNT Rodeo during the Macon County Fair on July 12. —Megan Pullyard, editor, The Moberly Monitor-Index, Moberly, Missouri. A CherryRoad Media Publication more

Capital B isn’t just reporting on Black America — it’s redefining what it means to serve it. Founded by two media powerhouses who saw the gaps and said “enough,” this nonprofit newsroom is now setting the pace for inclusive, investigative journalism in Black communities nationwide. From Atlanta to Gary and beyond, Capital B is proving that when Black journalists lead the coverage, the stories hit deeper — and the accountability runs higher. E&P explores how Capital B is reshaping local news, and why its mission has never been more urgent. more

Journalism professor John Morano hears it all the time: “Students just aren’t what they used to be.” But in classrooms where the First Amendment is debated weekly and “All the President’s Men” still inspires awe, he sees something very different — a generation deeply engaged with truth, ethics and the fragile future of the Fourth Estate. more

Imagine a place where the brightest minds in journalism, technology and policy don’t just study the problems threatening a free press — they roll up their sleeves to solve them. That’s the vision behind the Center for News Technology and Innovation, or CNTI, a “do tank” determined to tackle everything from AI’s impact on news to global misinformation and the erosion of independent media. Led by veterans like Craig Forman and Amy Mitchell, CNTI is already reshaping how the industry thinks about research, policy and collaboration. If you care about the future of credible journalism, this is the story you can’t afford to skip. more

In an era when hedge funds are gutting local newspapers and trust in the media is under siege, Lansing’s fiercely independent City Pulse has found a surprising new lifeline — not in corporate consolidation, but in mission-driven philanthropy. The paper’s founder, Berl Schwartz, turned down multiple offers before striking a deal with the Michigan Independent Media Group, led by civic engagement leader Dr. Jason Franklin. Their partnership isn’t just a transaction; it’s a bold experiment in saving local journalism with values at the center and sustainability in sight. more

When Chris Coates took the helm as executive editor of the Richmond Times-Dispatch, he knew the paper needed to get closer to the people it served. So he launched a Reader Advisory Board, gathering a diverse group of locals to share ideas, critique coverage and offer fresh perspectives. The board quickly became a wellspring of story ideas and helped inspire new initiatives like a mobile newsroom. For Coates and his team, listening to the community wasn’t just good practice — it was the spark that reignited their mission to tell meaningful stories. more

Local journalism is under siege in California, and the latest casualty may be the people’s right to know. In this powerful op-ed, Laura Rearwin Ward, publisher of the Ojai Valley News and founder of the California Independent News Alliance, lays bare the consequences of unchecked media consolidation — and the legislature’s failure to stop it. As hedge funds tighten their grip on community newsrooms, Ward argues that press freedom and public trust are on the line. Her message: If we want journalism that serves the people, we must fight to keep it in the hands of the people. more

In his new E&P column, Todd Handy — a proven growth architect behind major transformations in digital media, AdTech and SaaS — brings Silicon Valley strategy to Main Street media. Each month, Handy will show local media leaders how to think (and grow) like a SaaS company, breaking down essential metrics like CAC, LTV, MRR and NRR — and translating them into real-world, revenue-driving strategies for publishers. If you’ve ever felt lost in the alphabet soup of growth metrics, this column will be your decoder ring — built for media insiders, not tech bros. more

E&P’s “Media That Matters” program returns for 2025 to spotlight the people and organizations redefining what success looks like in news publishing. From groundbreaking audience engagement strategies to creative revenue models and bold technological innovation, this year’s honorees set a new standard for the industry. Each winner demonstrates that journalism can thrive when it evolves to meet modern challenges with courage and ingenuity. Their stories are meant to inspire, encourage and remind us all why this work matters. more

What happens when a local newspaper and a craft brewery join forces? In Spokane, Washington, it results in the First Amendment beer — a bold collaboration between The Spokesman-Review and No-Li Brewhouse that's as much about community as it is about hops. In this episode, we crack open the surprising story behind the beer making headlines and the mission to protect local journalism. It’s a blueprint for sustainability with authentic flavor — and one you’ll want to sip on. more

James Braddock was a down-and-out boxer who couldn’t buy a win — until he shocked the world and became heavyweight champion. His secret wasn’t better technique or a stronger punch, but something far more powerful driving him forward. His story holds a lesson every salesperson needs to hear about grit, preparation and purpose. If you’ve ever felt like the underdog, you’ll want to read how Jeff Sleete believes Braddock turned impossible odds into victory. more

After years documenting the scars of war in Iraq and Afghanistan, Andrea Bruce came home to North Carolina and found a different kind of crisis — a county starved of reliable news. In a place where conspiracy theories passed for journalism and local stories went untold, she picked up her camera again, determined to fill the void herself. What began as a simple newsletter has blossomed into a lifeline for thousands of residents hungry for connection and truth. Her journey proves that even one determined journalist can bring vital reporting back to the places that need it most. more