There are two ways to describe what a sales manager does. One is to look at the outcomes they are responsible for creating. Another is to look at the individual tasks that deliver those outcomes. There are several things that make it difficult for sales managers to reach their goals, and much of their work aims to overcome these challenges.

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Retailers are under pressure to combine data-driven efficiency with the emotional “magic” of storytelling to win today’s fickle consumers. Local media reps and advertising agencies can capitalize by packaging omnichannel campaigns that integrate predictive analytics, local market data, and authentic creative.

By offering measurable results—such as foot-traffic lift, in-store sales, and online conversions—media sellers move from simple vendors to strategic partners. Authentic, community-based storytelling and experiential activations help local brands differentiate and avoid the “race to the bottom” on price. Those who embrace this data + magic model can capture larger budgets, strengthen client relationships, and increase their own revenue in a rapidly evolving retail landscape.

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Some leaders tend to minimize or sugarcoat the truth during a crisis because they don’t want their employees or customers to worry or too stressed out to function. During a crisis, it’s often necessary for your business to continue to operating, even if on a limited basis. It is also possible, in fact, probable that you are operating with incomplete or conflicting information. “However, the worst thing you can do is deny, deceive, or deflect — this opens the door to rumors and distractions.

Perhaps as a sales manager or sales executive, you have pondered the question, “Is it time to restructure my sales operation?” When you’re not getting the results you need from your sales team, it’s certainly tempting to consider restructuring how you’re going to market. How to Determine If You Should Restructure Your Sales Team Getting breakthrough performance from a new approach is very appealing

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Consuming in a World of Contrasts It appears many (if not most) Americans are living one life with two contrasting mindsets. Understanding these mindsets is the first step in understanding how consumers are evolving and creating challenges and opportunities to retailers.

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Valentine’s Day spending is projected to hit a record $29.1B, even as the share of Americans celebrating has declined—meaning fewer participants are spending more, and on a wider circle of “valentines.” The holiday has shifted from a romance-only moment to a broader cultural event that includes friends, family, pets, and self-gifting, with jewelry, experiences, and pet spending helping drive growth. For local advertisers, the opportunity is to market “moments of joy” and control amid uncertainty, using phase-based campaigns that move from planning to inspiration to last-minute convenience. For local media reps and agencies, the winning play is bundling omnichannel packages around specific recipients and experiences, and aligning creative with discovery behaviors (especially Gen Z) to convert attention into reservations, visits, and sales.

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Broadcasters can learn from the best practices of digital advertising, which has been agile, responsive and innovative in the face of disruption since the pandemic. Here are some practices to adopt. The COVID-19 pandemic disrupted many industries, including the television advertising market. Supply chains, consumer behavior and production schedules were affected by lockdowns, social distancing and health regulations.

Local advertising agencies can use AI to improve efficiency and client outcomes. This article covers how agencies can automate routine tasks like email marketing, enhance content creation with AI writing tools, and optimize ad performance using platforms like Google Performance Max. It also explores predictive analytics and personalization strategies that help agencies deliver more targeted, data-driven campaigns. Real-world examples and case studies demonstrate how even small agencies can start using AI today to gain a competitive edge and deliver smarter, more effective marketing solutions.

Benefit selling is a sales approach that emphasizes the results and value of a product or service. Rather than focusing on what an ad space is—such as a 30-second TV spot or a full-page magazine ad—it focuses on what it does for the client, like boosting brand recognition, increasing foot traffic, or generating leads.