By Tony Silber (This report first appeared in MediaPost) There might be more websites related to healthy living and lifestyle than any other category or topic. A brief web search turns up scores of them, many from major media brands. Dotdash Meredith alone...
By Tony Silber (This report first appeared in MediaPost) I’ve written a lot about the power and use of media-company data recently, but I came across yet another example of data’s value this week. The Jericho, New York, B2B publisher Area Development’s...
Sales prospecting is challenging, even for the most experienced media salesperson. By definition you’re making cold calls most of the time, which, of course is the toughest kind of sales outreach of all. Salespeople, naturally, are comfortable with what they know and...
By Tony Silber Media sales, to the people who do it professionally, becomes second nature. It’s almost hard to describe to a non-salesperson. Once when I was an editor, I asked a colleague, a salesperson, what it is about sales that’s professionally rewarding....
Patrick Carriglio (12 years a Fox), vice-president and senior account director, and Tina Riley (7 years a Fox), also vice-president and senior account director, have been appointed business unit directors for Fox Associates. The responsibilities of a business unit...
I read a story in the Wall Street Journal earlier this month that reminded me of a topic that’s as persistent as any in the digital-media space: The lack of transparency in programmatic advertising. According to the Journal and several other outlets, the newspaper...
By Tony Silber, Contributor In mid-May, one of the best B2B media CEOs in the business tweeted about the topic that in all likelihood singlehandedly did the most to change the nature of ad sales in the digital era. The CEO retweeted another B2B executive, who’d...
Association media in most respects is identical to commercial B2B and B2C journalism. The best practitioners are among the top journalists in the country, and the best brands are vital to their served markets, delivering news, trends, investigations and research to...
(L-R) Steve Schwanz - COO of Fox Associates, John McIlquham – President/CEO of The NonProfit Times Publishing, and Bill Bell – SVP, Sales, for Fox Associates, attending the Association of Fundraising Professionals annual ICON (International Conference of...
In media sales, it’s always been true that many sellers don’t pay enough attention to what buyers want, or what the buyer defines as a successful sales partnership. Too often, sellers remain focused on themselves, even if they have the best of intentions. They refine...