Latest E&P Exclusive Content on Revenue
Ad Sales Life

Six essential strategies you need to know about retention

In theory, retention is the art and science that measures both short- and long-term effectiveness in continuously retaining new and recurring customers. The difficulty, however, is that in the application, retention tactics usually involve a high degree of finesse, pricing strategy, data assessments, marketing communication and logistical acumen. Here are six things that are essential to the immediate and future sustainability of your advertiser or subscriber base retention.
Industry Insights

The power and value of exclusivity

As digital advertising spending increases, publications need to set themselves apart from the crowd. One great way to do so is to provide exclusive offerings to marketing partners that are effective and will enable them to set themselves apart from their competitors.

Growing reader revenue in 2022

In January 2022, the Reuters Institute published “Journalism, media, and technology trends and predictions 2022.” In the report, author Nic Newman explained, “More publishers plan to push ahead with subscription or membership strategies this year, with the majority of those surveyed (79%) saying this will be one of their most important revenue priorities, ahead of both display and native advertising.”
More E&P Revenue Exclusives
Ad Sales Life

Know your sales department's health & fitness

As a sales leader, an important skill to develop is the ability to take complex logistics, behaviors and reporting and make them simple to predict and project the overall health of your organization. This proficiency typically starts with financial reporting as it tells the quickest and most direct story parallel to goal attainment and history. In addition, uncover any other initiative, dimension or activity-based reporting that eventually drives bottom-line revenue or impacts financial reporting to deduct supplementary connections.
Ad Sales Life

Building an efficient sales leadership team across generations

Effectively leading a multi-generation salesforce requires 1) identifying universal traits of proficient sales leaders, 2) coaching and guiding your appointed leadership team and 3) adapting your organizational strategy to accommodate ownership and growth. Your opportunity is in your ability to bridge and align this strategy across all generations.

Lessons for 'Selling with a Servant Heart'

Even as the world of commerce changes, sales remains one of the solid pillars for every size and type of business. In his new book, “Selling with a Servant Heart: Ten Lessons on the Path to Joy and Increased Income,” Jim Doyle helps salespeople and sales managers evolve from a “peddler to a partner.”

Sales supernovas

Our inaugural class of 15 Sales Superstars stand out in their ability to stand up against today's challenging times, stay focused and get the job done for their customers, their communities and the companies they represent. With extreme appreciation and celebration, we introduce E&P's first class of Sales Superstars.           
Industry Insight

Create a DIY content marketing platform to create efficiency and improve the bottom line

You have worked hard to build a large online audience for your publication. You have invested a lot of time and money in doing so. Why should a business or individual be able to have their non-news content presented to your audience for free? They shouldn't!
Ad Sales Life

Know your peaks; play your valleys

Despite so many tumultuous years and scrutiny, the great thing about news media is that it’s still relatively predictable, especially regarding sales planning and forecasting. Here are are a few suggestions for kickstarting your year.
Ad Sales Life

Harness the power of gratitude

Your sales organization is about to embark on a brand-new year in 2022, full of opportunities and the promise of re-acclimation to normalcy, but perhaps with greater expectations. Your team needs to feel your gratitude for what they’ve endured before they can reengage with the sales strategy, goals and objectives to come.

Newspapers have unique advantages to attract more political ad dollars

Newspapers have many opportunities to deliver an audience to political advertising campaigns. First, however, they need a better understanding of how the mechanics of political ad spending work, which types of campaigns will benefit from newspaper advertising and how to study demographic insights in context.

White paper offers revenue ideas for publishers: 50 Ways to Make Media Pay

A white paper from What's New in Publishing offers inspiration and affirmation for the revenue strategies that publishers around the world are pursuing. Written by Damian Radcliffe, the Carolyn S. Chambers Professor in Journalism at the University of Oregon, this report highlights some of the most common, popular and emerging ideas for income generation. The report is available for free download.

The Media Sales Institute: Helping create more diverse sales teams

An intense, 10-day media sales and operations training program is preparing its graduates for immediate advertising and operations sales jobs with major broadcast media companies. And, through its partnership with the National Association of Black Owned Broadcasters Foundation and the National Association of Broadcasters, it's helping to bring diversity to the media workforce.

The art of the ask

I think of sales calls in two ways, like a marathon or a great story. Both require a strong start and a remarkable ending. Still, the time between the start and finish is equally as important, and how we conduct the sales call, from beginning to end, influences the outcome — how receptive the customer is to your offer.

Study: Percentage of newspapers with separate digital sales teams jumps from 5.8% to 19.8%

The newspaper seller position is still a strong career choice, according to the results of the annual 2021 Newspaper Sales Compensation Study co-sponsored by Editor & Publisher and America's Newspapers. The survey shows that more newspapers are utilizing separate sales staffs for digital and the average size of sales teams remained relatively constant.
Industry News on Revenue
Evaluating the approach and methodology of how you generate new opportunities into your sales funnel, deliver and sell optimal solutions to your advertisers, and retain those same clients year after year, can be done with "CPR," three suggested pillars that are designed to help breathe some life into your ad sales structure.
This year's class of 10 News Publishers That Do It Right is an excellent representation of small-town communities to large city properties; monthly, weekly, and daily print properties; and traditional print, digital news, business and alternative publishers — representing the breadth and depth of our industry.
It may be too dramatic to say newsletters are taking the newspaper industry by storm, but they are certainly a freshening breeze for readers and advertisers and publishers’ revenues. Across the country, newsletters have evolved into a new method to package and deliver the news.
The Wisconsin Local Media Advertising Tax Credit would offer credits to advertisers with fewer than 100 employees and less than $10 million in revenue. The credit would be based on 50% of the cost of advertising in local media, for a maximum of $5,000.
Newspapers of various sizes across the country have discovered a proactive program of organizing and hosting events and sponsorships. As a result, they’ve increased revenues, created opportunities for local businesses to engage with organizations and the public differently and strengthened the perception of newspapers as the leading supporter and voice of their communities.
In another effort to promote transparency in the modern day media-buying process, the Association of National Advertisers (ANA) has announced a new initiative that will include an "in-depth study of the programmatic media-buying ecosystem."
Media executive Kristin Heitmann has been named senior vice president and chief revenue officer of The Associated Press, responsible for all of the news agency’s revenue functions globally.