Want People in Your Stores? Create a Connection, Not Just a Product
A closer look at the Kendra Scott business architecture that supports corporate philanthropy.
Agency New Business Consultants Give the Do’s and Don’ts of Building a Strong Pipeline
Agencies must say 'no' more often.
Want to Engage Your Customers? Align Marketing and Sales Strategies
Research from Gartner discovered a disconnect between the sales and marketing departments.
Insider Hires Its First Global Head of Sales as Part of a Broader Reorganization
The publisher has consolidated its sales teams to court bigger deals and new categories.
What Is the ‘Informed Call’?
The thought of sales teams having all this background information on leads might sound intrusive—but it’s quite the opposite.
Data Axle Genie Conjures a Solution for Aflac Amid the Pandemic
The data cleansing platform generated more than 2.1 million leads for agents.
China Leads on Social Commerce. Can Western Brands Catch Up?
Deft's Ian Crocombe looks East to help brands up their social game.
6 Ways the Pandemic Has Changed Publishers’ Ad-Selling Processes
The CROs of seven publishers explain what they do differently now.
A Publisher’s Guide to Inbound and Content Marketing
It’s no secret that advertisers are diverting dollars from print and digital with publishers into inbound and content marketing. Likewise, agencies tell their clients that they can handle all of [...]
4 Ways to Restore Value in Publisher-Advertiser Relationships
The symbiotic relationship between advertisers and publishers dates back hundreds of years to the rise of print mass media, when branded advertisements emerged as a means of funding the handbills [...]
Company Data Opens the Door to Data Business Success
The hype around creating data businesses is at an all-time high in the B2B media sector. With display ad revenue falling off a cliff and lead-gen business models becoming more [...]
8 Ways to Increase Digital Ad Revenue by 50% or More
I recently received a fantastic email from a single title B2B publication that I work with: “As of today, we are on track for $452,380 in digital revenue alone. This [...]
Why Your Ad Campaigns Aren’t Working & How to Fix Them (Part 2): Effective Ad Design
Is your website underperforming for your advertisers? Are they pulling dollars from you to run more with your competitors or to spend on inbound marketing and programmatic ads? In my [...]
Why Your Advertiser Campaigns Aren’t Working & How to Fix Them (Part 1)
In my 25 years in digital media, I’ve worked with hundreds of publishers and thousands of advertisers in B2B, consumer, and regional markets. I’ve had access to analytics from innumerable [...]
4 Steps to Reinvigorate Sales & Radically Transform the Publishing Business
Steady decline in readership and advertising revenue are the current operating environment for local and specialty publishing. According to News Media Alliance and Pew Research Center, advertising revenue for publicly [...]