An executive-level overview of what publishers need to know now about the digital advertising ecosystem.

Role of the sales teams

What should the structure look like?

What should they sell?

Activate subscribers

What and how are news publishers selling?

The state of digital advertising for news media companies is the focus of this four-module master class from INMA's Advertising Initiative. Attendees will get an executive-level overview of what publishers need to know now about the digital advertising ecosystem, selling first-party fueled advertising amid a range of offerings, automation vs. human sales, and consultative selling, among other topics.


Coming soon ...

Curated by

Mark Challinor

Mark Challinor

Lead, Advertising Initiative
International News Media Association (INMA)


Examination of the agency vs publisher relationship: Is it broken?

Is it better to focus selling from in-house?

Is print part of the future sell?

New ad formats?

Branded content

Should responsibility for commerce come under sales teams? What else?

Owned media vs bought, Who is best positioned to sell these? Should we focus on just what we know/own?

Becoming an in house agency. Case studies of success v cases studies of “keeping it “traditional."

Social media platform advertising. How do we feel about selling this? What is our response to it?

The future role of agencies. Is going direct to advertisers always optimal?

How should we structure our future sales teams?

How does WFH affect team functioning?

How should sales teams prioritise which formats/platforms to sell?

Use of data/audience segmentation (inc 1st party data and the cookie less future). Implications for sales teams?

Measurement. KPis for advertisers and in house alike.


What is included in registration?

Your registration includes the live presentation, the video recordings of the presentations, and the speaker’s presentation if they are willing to share.

What is the format?

Each module will be approximately 2.5 hours in duration. Each module will be held from 10:00 a.m. to 12:30 p.m. New York time (2:00 p.m.-4:30 p.m. GMT). Conducted in the Zoom ecosystem, you will have an opportunity to ask questions of all presenters.

What is the cost?

  • Members: US$595 for all four modules, inclusive of video recordings and presentations
  • Non-members: US$1,390, which includes one free year of INMA membership




Questions? Contact us

Tom Corbett

Head of European Division
Tel.: +32 486 37 13 36

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Marni Drew

Head of North America Division
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Ana Gutierrez

Directora Regional Latinoamérica
Tel.: +503 7986 7383

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Doreen Mbaya

Head of Africa Division
Tel.: +254 721 541 025

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Bonnie Nolan

Events Manager
Tel.: +1 608 206 7812

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Madhavi Sekhri

Head - South Asia Division
Tel.: +91 99716 00632

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