Media sales

News, research and practical advice to boost the revenue and profitability of your magazine brand.

Lyndsie Clark, TMSN Founder and Editor

Sales tips for media brands with niche audiences

Ryan Dohrn
Ryan Dohrn, media sales expert and TMSN contributor

You don’t need a large audience to sell. You need a well-defined, engaged audience, plus the right systems and processes to support your sales team to build effective client relationships. 

The Targeted Media Services Network has curated the most relevant news, tips, research, interviews and case studies to help grow the sales of your niche media brand across print, digital and events. 

Latest

Digital advertising and subscriptions bounce back: Digital Publishers Revenue Index

“It’s very positive to see the bounce-back in advertising display revenue to go alongside the positive growth in subscriptions that publishers have been able to deliver across the last 12-months.” The latest UK Digital Publishers’ Revenue Index shows a 44 per cent increase in subscription revenue and 16.8 per cent growth in display advertising during the final quarter of 2020CY. More

Strategy

Media sales tips and tricks

sales accountability

Why is accountability a bad word?

No matter the size of the media company, one universal truth of sales failure is lack of formal accountability within the sales team. More

Target media sales system

TARGET your media sales message to grow results

The key to your success in the world of media sales is increasing the number of meetings you are granted by prospective advertisers. Developing an effective prospecting process can be the difference between life and death in your media sales career. More

9 ways to avoid the Summer Media Sales Slump

Summer is a tough time for sales professionals. Clients can be incredibly hard to get onto. Media sales expert Ryan Dohrn gives 9 tips to maximise your summer sales outreach in 2020. More

Ask these 29 questions to improve your media brand in 2021

Ask these 29 questions to improve your media brand in 2021

The end of the year is about rest and relaxation. But it’s also a good time for reflection. Take some time out from the day-to-day of your business can give you the space you need to think more objectively about what works and what doesn’t. Here are a few questions to get the cogs turning. More

how to add value for your B2B print advertisers

6 ways to add value for your B2B print advertisers

Print advertising is a trusted and effective way for brands to market their products and services, but the economic pressures of COVID-19 have led some brands to prefer short-term (and often cheaper) online campaigns linked to measurable commercial outcomes. So let’s explore six ways to deliver maximum value to your B2B print advertisers – at a time when they need it most. More

closing ad sales before 2020 ends

10 strong ways to close ad sales in 2020

Media ad sales trainer Ryan Dohrn dishes his top 10 tips to close sales in the post-COVID-19 era, and outlines what salespeople should really do when a client says no. More

the power of print magazines

Print power, right on!

It’s the difference between being constantly inundated with messaging vs choosing what to consume and when. Imagine a reader experience with no annoying pop-ups, frozen downloads or swiping to nowhere. More

Helpful data

Research and studies

UK digital publishers' revenue bounces back

Digital advertising and subscriptions bounce back: Digital Publishers Revenue Index

“It’s very positive to see the bounce-back in advertising display revenue to go alongside the positive growth in subscriptions that publishers have been able to deliver across the last 12-months.” The latest UK Digital Publishers’ Revenue Index shows a 44 per cent increase in subscription revenue and 16.8 per cent growth in display advertising during the final quarter of 2020CY. More

Australian digital advertising bounces back: IAB

Australian digital advertising made a strong comeback in the December 2020 quarter, while the 2020 calendar year showed publishers are increasingly turning to programmatic advertising to fill their online inventory, according to IAB Australia’s latest report. More

Experience

Interviews

How to revitalise your media brand in a shifting market

There may not be a more well-known person in Australia’s niche media space than media consultant John Blondin. He’s helped many niche publishers realise the full value of their media brands. Here, he talks to TMSN about how to build equity in a media asset. More

Q&A with Cara Wagstaff, Associate Publisher, Signature Media

“While Australia was in lockdown, we used the time twofold: to ensure our product offerings are as strong as possible, and to talk to our clients to better understand their needs going forward. Now, as the travel market does begin to return, we’re in a strong position to deliver successful campaigns for our advertisers.” Signature Media Associate Publisher Cara Wagstaff talks about how the travel publisher has supported its readers and clients through the COVID-19 lockdown. More

Q&A with Rob Gallagher, CEO, Emprise Group

“What do publishers do really well? They produce amazing content on a subject that they’re experts at. And that’s not where the priorities have been for a lot of businesses over the last few years. The investment isn’t going into the content production it’s going into the platform.” Emprise Group Holdings CEO Rob Gallagher gets to the bottom of how the publishing industry needs to change to be successful into the future. More

Momentum Media Alex Whitlock

Q&A with Alex Whitlock, Director, Momentum Media

“Our short term goal never changes. Internally for us, it is to challenge, to question, to explore, to seek innovation, never to view one particular line of communication as being the one that will endure forever.” Momentum Media Director Alex Whitlock explains the company’s approach to change and how it articulated the value of niche media to its clients. More

Q&A with Tony Clemenger, Clemenger Consulting

Born into a famous Australian advertising family, Tony Clemenger offers sales solutions for niche magazine publishers via his personal business Clemenger Consulting. Here, Clemenger talks about how he works with small magazine teams to convert their non-core prospects, and his tips for selling in a changing media landscape. More

Q&A with John Murphy, CEO, Prime Creative Media

“B2B done well has historically focused on supporting industries and companies. It’s been our guiding purpose at Prime Creative Media, and as a result our commercial model is remaining strong, even in these tough times.” Prime Creative Media CEO John Murphy explains why the B2B publishing industry will emerge from the COVID-19 pandemic stronger than ever before. More

Listen

Killer Media Sales podcast

Whether you’re selling digital advertising, event sponsorships, complex multi-platform solutions or print, the Killer Media Sales podcast aims to equip you with the tools, tactics, knowledge, motivation and inspiration to generate more opportunities.

Brought to you by Alex Whitlock, co-founder of Momentum Media and his co-host Russell Stephenson, Momentum’s director commercial growth. Discover how you can improve your prospecting, build stronger relationships, develop accounts and convert more deals.

Killer Media sales podcast
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