The best sales teams get into an aligned operating rhythm and execute using agreed-upon best practices. So many sales organizations operate with frontline sales managers “doing their own thing.” It reminds me of the times I spent watching my step-daughter’s Pee Wee/youth soccer games when she was growing up. She played in an all-girl league, and wherever the ball rolled, the ponytails followed.

Market Size: The US pediatric healthcare market is estimated at $15.32 billion in 2024, projected to reach $18.64 billion by 2029, growing at a CAGR of 4% (Mordor Intelligence). Total child population in the US: Approximately 74 million, with larger distribution in Urban areas with higher population density (Source: US Census Bureau). Insurance coverage: Approximately 90% of children are insured (Source: Kaiser Family Foundation)

Weekly Newsletter March 30, 2026

These are examples of objections we often hear in the middle to the end of the sales cycle. One thing that hasn’t changed in the wake of COVID-19 is the necessity of sales professionals to respond effectively to buyer objections. Objections are explicit communications from a prospect that they are resisting or not planning to move forward with a purchase, which become a barrier to advancing and closing the sale.

Nearly half (49%) of Gen Z consumers are significantly more likely to pay attention to advertisements that incorporate humor or music they enjoy, presenting a major opportunity for local media sales teams and advertising agencies. Local advertisers have unique advantages in this space because they can tap into hyperlocal references, community inside jokes, and regional musical preferences that create authentic connections with Gen Z audiences. The key to success lies in creating "snackable, scroll-stopping creative" that feels genuine rather than trying too hard, while leveraging local radio stations' music expertise and community knowledge to craft memorable campaigns. With Gen Z's top concern being the economy, local businesses can address these worries through entertaining, music-forward campaigns that position them as accessible solutions while building long-term brand relationships.

Urban One, founded by Cathy Hughes in 1980, has grown from a single AM radio station into the largest African-American-owned multimedia company in the U.S., dedicated to amplifying Black voices across radio, television, digital, and integrated marketing. With the strategic leadership of her son, Alfred Liggins III, the company expanded into TV One, iOne Digital, and Reach Media, becoming a trusted cultural and commercial force. Their mission—“Information is Power”—has guided their programming and community engagement, making them a vital voice during pivotal moments in Black American history. Urban One’s story offers powerful lessons in authenticity, audience connection, and adaptability for advertisers and media professionals alike.

I listen to a lot of sales calls. Recordings of client sellers in calls/meetings. Sometimes webcasts where someone is talking about call strategies and going through role plays. This week, it was on creating urgency with questions. So much of it begins to look like a game of pint pong.

BrightEdge’s 2025 industry report shows that AI-driven search is growing rapidly, but organic search remains the dominant driver of conversions and brand visibility. While AI referrals account for less than 1% of total traffic today, they are doubling month over month, signaling a major shift in how consumers discover products and services. For local media sales reps and ad agencies, this means combining traditional SEO with strategies that help clients appear in AI-generated results—through structured data, authoritative content, and local media mentions. The report emphasizes that local credibility and trusted content are becoming essential signals for AI models, giving local publishers and agencies a competitive edge. The key takeaway: success in 2025 requires selling not just impressions, but discoverability across both search and AI ecosystems.

(By Pat Bryson) I was on a market visit with one of my stations a few weeks ago. We were discussing how to sell a sports team whose games we carry. Traditional sponsorship offered the choice of day games or night games. Take your pick or buy both. There are many more night games than day games. Which one would you buy?

Industry Press Highlights, Media, Retail, Advertising and the Economy

Far too often, we underestimate the value of the sales conversation when it comes to winning deals. The reality is that you have never won a deal without a meaningful sales conversation, nor have you ever lost a deal without one. The conversation itself is the vehicle through which deals are won or lost. Yet, many sales representatives wrongly believe that their solution is the star of the show. They assume that if they present their solution effectively, success will follow. However, your competitors have solutions that closely match yours, resulting in a kind of solution parity.

America remains a rural country, geographically, as almost three-quarters (72%) of the nation’s total land area is rural counties, 14% of the US population live there and approximately half of the land area is used for agricultural production. Buying food or other consumer products that originate in agriculture is the only interaction most Americans have with rural communities – and very indirectly – or when driving by or flying over farmland.

The Olympic motto, “Citius, Altius, Fortius – Communiter,” roughly translated to “Faster, Higher, Stronger – Together,” reads like a motivational quote for sales teams and their leaders. But that’s not the only inspiration that can be taken from the Olympics and the many ways that athletes prepare themselves for the rigor of the Games.

During the age of the Internet, gathering, reporting and delivering the news has become very competitive. Despite the increasing number of news sources, local TV news is still where more American adults seek information about the day’s events and the all-important weather forecast and sports headlines.

Business Background

• The combined market size for Pilates and Yoga studios in the US is estimated at a substantial $14.7 billion in 2024 [IBISWorld, Pilates Yoga Studios in the US industry analysis].
• According to Yoga Alliance, an estimated 38.4 million people in the US practice yoga regularly, which is roughly 10% of the population [Grand View Research, Yoga Market Size, Share, Growth Trends Report 2030].
• Demographics are evolving: While traditionally female-dominant, the gender gap is narrowing with more men attending classes, particularly those focused on strength and athletic aspects.
• Age is becoming less restrictive. Yoga studios offer classes designed for all ages, with programs specifically tailored to seniors and children.