As news organizations and the nation have responded to the coronavirus pandemic and the protests following the murder by police of George Floyd, journalists have increasingly confronted the need for newsroom equity and a truer relationship with the communities they serve.

On August 12, from 11:30 a.m.-12:30 p.m. EDT, the National Press Club Journalism Institute and PEN America will co-host a program on “Equity and community in local news: Lessons learned in 2020” to identify and share takeaways from pandemic and protest coverage and to look ahead toward election coverage.

Registration is now open for the program, which will be moderated by Jim Friedlich, executive director and CEO of the Lenfest Institute of Journalism, and will feature Denise Rolark Barnes, publisher of The Washington Informer; Cassie Haynes, co-executive director at Resolve Philadelphia; and Darryl Holliday, co-founder and News Lab director at City Bureau in Chicago.

PEN America’s recent report on the demise of local journalism in the United States pointed to innovation in business models and community engagement as one key to the potential survival of local news, historically one of the building blocks of the American democracy. The speakers will discuss how their organizations innovate continuously and how they have adapted during this critical time with a focus on equity and inclusion, as well as elevating previously marginalized voices in storytelling, community, and local engagement. They will also address opportunities and challenges that a representative journalism and democracy face in the upcoming election.

In this webinar:
This session is geared towards sales representatives and their managers and will cover who is winning the revenue war and why by relating best practices from sales reps around the world, with the challenging COVID-19 times in mind. These are some of the questions and topics we will explore:

– What do your Customers really want from you?
– What should you be saying to your Customer?
– Questions to challenge and provoke your CUSTOMER.
– The Methodology of the 12 minute presentation.
– Profile of a GREAT Sales rep……how do you measure up?

There is a follow up session to the topics discussed in this session, specifically for managers, next week on August 20. Click here for more information and to register for this session.

Presented by NENPA University and Peter Lamb, President of Lamb Consulting.

About our presenter:
Born in Cape Town, South Africa, Peter Lamb is a Strategy Consultant, now living in Miami, Florida, and specializing in media companies. “The goal of my consulting practice is to utilize the sophisticated strategic marketing principles and techniques, learned while doing my MBA at Harvard Business School, meshing them with a hands-on sales approach, to generate new revenue streams for publications and websites. ROI is achieved by focusing on NEW-NEW revenue … from customers that have never used our products before: print or online.”

In This Webinar…

Public notices have an historically important role of informing the public. They’ve also become the most important single source of classified revenue for many newspapers. But there’s no category of revenue that faces greater threats as newspapers fight literally dozens of legislative measures across the country every year to take notices out of print.
There are specific, helpful things you can do to protect and even grow this revenue. It starts with treating your notice advertisers like the important customers they are. You can arm yourself with the “talking points” you need to have at your disposal when the topic comes up with advertisers, legislators and the general public.

Our presenters will show you specifically how to do that and more. They’re two leading experts who have successfully fought for years to help newspapers keep notices in print where they belong: Richard Karpel of the Public Notice Resource Center and Dennis Hetzel, a former editor, publisher and executive director of the Ohio News Media Association.

In this webinar:
This session is geared towards publishers, revenue officers and ad directors. It will explore some of the most commonly asked questions from sales managers around the world:

– What should my Monday morning meeting format be?
– How much time should I spend in the field?
– Should I close the sale for the rep? Let them sink?
– What contests should I use?
– How do I build a winning team?
– What is the MODEL week for me?

We will also discuss what the best sales managers around the world do….EVERY DAY….. to guarantee their success. What is the NEW-NEW revenue, the methodology of new products and making riches from niches.

Presented by NENPA University and Peter Lamb, President of Lamb Consulting.

About our presenter:
Born in Cape Town, South Africa, Peter Lamb is a Strategy Consultant, now living in Miami, Florida, and specializing in media companies. “The goal of my consulting practice is to utilize the sophisticated strategic marketing principles and techniques, learned while doing my MBA at Harvard Business School, meshing them with a hands-on sales approach, to generate new revenue streams for publications and websites. ROI is achieved by focusing on NEW-NEW revenue … from customers that have never used our products before: print or online.”