Sales tips for media brands with niche audiences
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 media sales news
Latest
IAB records $11.4 billion FY21 online advertising spend
The Australian digital advertising market has shrugged off any pandemic advertising woes to record 24.2 per cent growth, the strongest since 2016, according to the IAB Australia Online Advertising Expenditure Report. More
Think like a doctor to sell more advertising on your next sales call
Every single sales call with an advertiser is valuable. So valuable that you do not want to waste time asking questions that will not help you close the deal. More
Practical takeaways from PwC’s 2021 Australian Entertainment & Media Outlook
Digital disruption, the democratisation of content, advertisers requiring more diverse media sources – PwC’s 2021 Australian Entertainment & Media Outlook is a dream for targeted media brands. More
Strategy
Media sales tips and tricks
Think like a doctor to sell more advertising on your next sales call
Ryan Dohrn, Founder, Brain Swell Media 29 July 2021
Every single sales call with an advertiser is valuable. So valuable that you do not want to waste time asking questions that will not help you close the deal. More
Practical takeaways from PwC’s 2021 Australian Entertainment & Media Outlook
Lyndsie Clark 22 July 2021
Digital disruption, the democratisation of content, advertisers requiring more diverse media sources – PwC’s 2021 Australian Entertainment & Media Outlook is a dream for targeted media brands. More
10 tips to sell to media clients that make emotional decisions
Ryan Dohrn, Founder, Brain Swell Media 19 May 2021
Clients looking to buy media advertising are increasingly making emotional-based decisions. Media sales expert Ryan Dohrn breaks down the trend and offers advice on how best to guide and lead these clients toward a purchase. More
Why is accountability a bad word?
Ryan Dohrn, Founder, Brain Swell Media 6 April 2021
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 your media sales message to grow results
Ryan Dohrn, Founder, Brain Swell Media 5 February 2021
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
Ryan Dohrn, Founder, Brain Swell Media 11 January 2021
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
Lyndsie Clark 9 December 2020
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
6 ways to add value for your B2B print advertisers
Lyndsie Clark 7 December 2020
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
Tools
Products and services
Reclaiming B2B advertisers from Google and social media
1 September 2020
New advertiser-funded paywall AdGate™ launches
22 July 2020
RunMags CRM offering free service for new customers
26 March 2020
Are you using a social CRM?
14 November 2019
Helpful data
Research and studies
Practical takeaways from PwC’s 2021 Australian Entertainment & Media Outlook
22 July 2021
Digital disruption, the democratisation of content, advertisers requiring more diverse media sources – PwC’s 2021 Australian Entertainment & Media Outlook is a dream for targeted media brands. More
Australian digital advertising continues strong growth trend: IAB
24 May 2021
The Australian digital advertising market has continued its strong growth trend, to reach $2.883 million for the March quarter 2021, up 25.8 per cent year-on-year, according to IAB Australia’s most recent Online Advertising Expenditure Report. More
Digital advertising and subscriptions bounce back: Digital Publishers Revenue Index
28 April 2021
“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
Dynamic shift in publisher digital revenue priorities: AOP
24 February 2021
Digital publishers have made a “dynamic shift” to prioritise advertising revenue growth, the latest report from the UK’s Association of Online Publishers (AOP) and Deloitte has found. More
Australian digital advertising bounces back: IAB
24 February 2021
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
B2B print still important revenue, but publishers offering more digital: survey finds
4 February 2021
More than half of B2B print media editors feel that the COVID-19 pandemic has hastened their move toward digital content, but the majority plan to keep their print magazine for the foreseeable future, according to an international survey of B2B magazine editors. More
Deeper audience connections and first-party data: Reuters 2021 media trends
20 January 2021
Digital transition, diversified revenue streams, increased engagement across multiple channels and a remote working future – these are the key themes of Reuters’ 2021 Journalism, Media and Technology Trends and Predictions. So how do these relate to media organisations with highly targeted audiences? More
Curated news for targeted media brands
12 ways to set your publication up for success in 2023
30 November 2022
Is going back to the basics the secret to subscription success?
14 September 2022
Experience
Interviews
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
Q&A with Annie Ferguson, Great Southern Press, CEO
“Our strength as a business has always been our relationships with our customers, and our thorough understanding of their businesses, their challenges, and their goals for growth.” Great Southern Press CEO Annie Ferguson talks about the impact of COVID-19 on its business and client relationships. More
Q&A with Janice Williams, Universal Media Co, Publisher
“The mid-sized, tightly-run media businesses are possibly better placed than others to gain market share in these times – our problems are smaller, and once managed, we are more agile in addressing our opportunities.” Universal Media Co. Publisher Janice Williams talks about the impact of COVID-19 on its business and Australia’s niche magazine publishing sector. More
Specialty magazine proves loyal audience can drive print revenue growth
The “demise of the print magazine industry” is “far from reality”, according to Australian special interest publisher Outdoor Sports Publishing, who claims that its Inside Golf magazine is bucking the downward trend and continues to secure a diverse mix of new clients while retaining long-term partners. More
Experience
Case studies
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.
Current
Latest Australian targeted Media news
12 ways to set your publication up for success in 2023
Is going back to the basics the secret to subscription success?
A flawed subscription sign-up journey can cost you customers, money and even damage your reputation
Is your customer journey set up to create loyal subscribers?
Aspermont appoints Ian Hart as Chief Content and Strategy Officer
Inspiration
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