For local publishers who rely on direct sales, in-house salespeople do much more than just sell ads. In many cases, sales reps become the faces of the publications they represent. Sales teams interact with community businesses owners on a much more frequent basis than editorial staffers working inside the office, and the insights they collect…
Hyperlocal publishers are in a unique position to maximize ad revenue through direct sales. The relationships that local sales reps can cultivate with small business advertisers their own communities are difficult for technology giants like Facebook and Google to replicate. However, there comes a time for many local publishers when direct ad sales are no…