What every publisher needs to know next about advertising sales in fast-evolving times

Advertising sales via first-party data

Incentivise sales reps

Servicing SMBs

Best practices in advertising sales

A practical, executive-level overview of trends and best practices for advertising sales in the year ahead

After 8+ months of COVID-19, what does the next year start to look like? Where do we shift sales resources next as we make bets on rising accounts?

In this Master class, we will look at how publishers organise their sales team compensation when advertising sales moves to long-term relationships with advertisers and what skill sets are needed from your advertising team. Or is everything moving to self-service advertising where the client does everything themselves and there is no sales team?

After months of messaging focused on empathy and support, do we double down or evolve? In this Master Class, learn what the advertising playbook for 2021 looks like.


Market trends, strategies, and what 2021 looks like
The prognosis for next year, self-service advertising, new business models

Selling advertising in a changed market
Best practices: multi-channel products supporting ad sales, partnership models, native advertising

Data analytics in advertising
Targeting emotional context, selling first-party audience segments, leveraging subscription data for ad sales, the impact of third-party cookie demise



Job van den Berg

Data Strategy Director, DPG Media
The Netherlands


Gustaf Eriksson

Head of Business Intelligence


Dr. Augustine Fou

Advertising Consultant
Marketing Science Consulting Group
United States


Kunal Gupta



Håkan Hamrin

Head of Programmatic
Stampen Media, Sweden


Preetinder Kaur

Head of Brand Solutions
The Hindu Group, India


Pietari Korhonen

Head Of News Media & Lifestyle
Sanoma Media Finland, Finland


Thomas Lue Lytzen

Head of Product Development & Insights
JP/Politikens Hus, Denmark


Mickaela Lusignan

Regional Digital Director
USA Today Network/LOCALiQ, United States


Kendell Timmers

VP Data & Insights (Growth & Advertising)
The New York Times, United States


Christian Thu

VP Advertising Sales
Amedia, Norway


Robert Witteman

Senior Marketing Analyst
NRC Media, The Netherlands


Tuesday, November 10

Module 1: Market trends, strategies, what 2021 looks like

Click here for more information on this module

Thursday, November 12

Module 2: Selling advertising in a changed market: best practices and case studies

Click here for more information on this module

Tuesday, November 17

Module 3: Data analytics in advertising

Click here for more information on this module


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. Conducted in the Zoom ecosystem, you will have an opportunity to ask questions of all presenters.

What is the cost?

  • Members: US$395 for all three modules, inclusive of video recordings and presentations
  • Non-members: US$1,190, which is member pricing plus US$795, which includes one year of INMA membership

Who should attend?

Advertising executives and sales reps and those overseeing advertising strategy

Questions? Contact us

Katy King

Event Manager
Tel.: +1 972 787-8167

E-Mail me

Tom Corbett

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

E-Mail me

Madhavi Sekhri

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

E-Mail me

Ana Gutierrez

Directora Regional Latinoamérica
Tel.: +503 7986 7383

E-Mail me