Having been in the trenches for the past year talking about multiproduct selling and how a consultative or collaborative sales process is a key component for selling multiple media, I keep hearing over and over again “I’ve been training on consultative selling for years so why should we rely on it to take us into …

At The Kelsey Group, we’ve come to appreciate that our new owner, BIA head Tom Buono, is a major strategist. While Buono’s roots are in the finance of traditional TV, radio and newspapers, he’s mostly thinking about their next steps in the Internet era — and the next steps for local media in general.
In an …

Highlighting the dynamic nature of local markets and building off the research and themes they have echoed throughout the year (see the ILM Conference podcasts with Peter Krasilovsky and Michael Boland), The Kelsey Group has just released more than two-dozen key trends to watch for in 2009 in interactive local media, global Yellow Pages and …