Over 25 years of tracking changes in local media, nothing compares with the speed and magnitude of change in the past four—or what is coming during the next four. At Borrell, we first spotted something different in our 2025 forecasts. Our newest update this October will highlight an acceleration of that transformative trend.

In the high-stakes world of sales leadership, the pressure to not only meet but exceed expectations can be overwhelming. Sales leaders are constantly grappling with a myriad of challenges that can impact their team's performance and the company's bottom line. Here are some of the critical issues that keep sales leaders awake at night and the strategies they employ to address them.

Remember, your job isn't to convince your prospects to buy, it’s to help them convince themselves. So how do you do that? By asking the right questions.

It's much easier for a prospect to dismiss or say no to a nameless voice on the phone or a faceless email signature than it is to reject someone they've formed a connection with. Dale Carnegie knew this when he wrote in How to Win Friends and Influence People that "a person's name is to that person the sweetest and most important sound in any language."

Somehow, we’ve gotten away from the creative side of the creative.

Your job isn't to sell 30s and 60s. Your job is to demonstrate how your station can help solve a business problem. Every sales presentation—whether it's a formal proposal or a conversation across a desk—should include these ten essentials.

Sales enablement has become a crucial element for driving B2B success. However, many media companies face significant hurdles that impede their ability to streamline sales processes and achieve their targets.

First things first—begin by assessing the strengths of your underperforming employee. If you don’t have a formal assessment, take some time to reflect on the strengths you’ve observed in them when they were performing well.

Let's face it, most sales advice out there is just rehashed fluff. But there are a few under-the-radar pros who've been quietly changing the game. These are the writers, trainers, and salespeople whose sage advice will actually help you close more deals.

If you’re an ambitious, hard-working, outgoing person, who wants to hit bonuses, rack up commissions, and not be tied down to a desk, you just might have found your dream job.