James Braddock was a down-and-out boxer who couldn’t buy a win — until he shocked the world and became heavyweight champion. His secret wasn’t better technique or a stronger punch, but something far more powerful driving him forward. His story holds a lesson every salesperson needs to hear about grit, preparation and purpose. If you’ve ever felt like the underdog, you’ll want to read how Jeff Sleete believes Braddock turned impossible odds into victory.

Prospecting is the lifeblood of any successful sales career, yet it’s often the first thing to slip when you get busy closing deals. Fortunately, today’s AI tools can help you spot the best prospects faster, gather fresh insights and fill your pipeline without sacrificing precious time. From generating targeted lead lists to uncovering hidden opportunities on a prospect’s website, AI can become your most powerful — and ethical — sales assistant. But remember, technology is only as good as the human behind it, so pair these tools with your expertise and personal touch to stand out and win more business.

Before Seals even begin executing a special operation, they painstakingly prepare for all the steps they will do, when and how. They drill through the details so they can work through potential roadblocks beforehand. It is always about making everything as smooth as possible so they can get in and out quickly. The “slow is smooth; smooth is fast” concept is a valuable lesson that can be applied to various fields, including Sales!

Selling digital marketing services can feel like navigating uncharted waters, even for seasoned sales professionals. For years, E&P columnist Shannon Kinney says she thought the gap was in knowledge of digital tactics and that sales teams needed more training and education. But, as digital marketing has evolved, she says it has become clear that it’s not about education.

Winter may be a slow season for some businesses, but for savvy media sales professionals, it’s the perfect time to “make hay while the sun shines.” While others wait for spring to bring in ad dollars, you can capitalize on Q1’s biggest sales opportunities—targeting industries that thrive in the first quarter, from fitness and tax prep to home goods and big-ticket retail. The key? Knowing where the money is moving and aligning your clients with timely promotions. Here’s how you can turn traditionally bleak winter billing into a strong start to 2025.

The past year has been anything but ordinary. We are all hoping for a new normal in 2025. The only way to get there is to go back to basics. Resolve to practice improving, at the very least, one key core sales skill.

The complexity and intangible nature of news media sales, while challenging, present unique opportunities. Navigating the depth and diversity of this medium allows sellers to craft tailored solutions that align with clients’ missions and values. Unlike simple products that meet basic needs, news media creates connections that engage audiences emotionally, intellectually and socially.

Post-election periods often highlight a critical challenge for news organizations: sustaining the heightened audience engagement that elections bring. As political seasons end, many outlets grapple with churn and diminished interaction. This dilemma sparks a deeper question—how can news publishers foster the kind of enduring loyalty seen among social media influencers while staying true to their journalistic mission? By exploring strategies like emotionally resonant storytelling, community-driven dialogue, and resource-focused content, news organizations have an opportunity to redefine audience engagement, ensuring long-term relevance and growth in a competitive media landscape.

Sports and sports heroes like Wayne Gretzky and Michael Jordan can teach us a lot about sales. In sales, as in sports, you get up to the plate, take a lot of swings and don’t always produce a hit. You play a lot of games but don’t win them all. Yet you suit up every day and compete again.

Nonprofit news outlets have a unique advantage. They can innovate and experiment with new strategies more freely, benefitting from their size and mission-driven focus. For nonprofits, marketing, ad sales, audience development and fundraising are the different sections of an orchestra. When each area is in sync and adapting to changing circumstances, they create a powerful performance that resonates with audiences and drives sustainable growth.

The best salespeople have innate talents. They have figured out what brings them to the playing field and what their blind spots are. There are some things at which they don’t excel as well as others, but they don't let this deter them. Instead, they zero in on their areas of excellence so they can perform at high levels.

The popularity of newsletters with readers and the revenue-generating opportunities for publishers have increased substantially since E&P’s February 2022 Revenue Round-Up article. A new study of monthly newsletter readers released in July from MAGNA Media Trials and Sherwood Media found 41% said it was their preferred news source — topping a list of 12 sources. The study also found that one-third of newsletter readers don't use news websites as their regular news source.

News media can be a fast-paced environment, and it’s easy to become overwhelmed, especially when resources are limited and difficult decisions about budget cuts or reallocations must be made. This constant drive to stay ahead often leads to innovation fatigue. To address this challenge, E&P columnist Richard E. Brown developed the S.C.O.R.E. framework — a tool designed to evaluate and communicate strategies and guide the entire innovation process.