I’ve spent enough time working alongside media sales organizations – and with friends who lead advertising sales teams – to know what great meeting preparation looks like. More importantly, I’ve seen the commercial cost when sellers walk into an important customer conversation without the right context. You know the scene. It’s 8:47 a.m. An Account […]
Every year, I talk to ad sales leaders about upfront preparation. And every year, the conversation covers roughly the same territory: reach numbers, audience guarantees, content highlights, deal structure flexibility. And every year, the publishers who close fastest aren’t the ones with the best reach numbers. They’re the ones who walked into the room with […]
A practical look at AI content tagging — how publishers turn incomplete metadata into premium CPM. Let me paint you a picture that every publisher ad sales leader will recognize. You’re sitting across from a performance-focused advertiser — a CPG brand with a heavy household-income skew. Their media buyer wants brand safety. They want contextual […]
