For decades, local media relied on a simple formula: build audience, and advertisers would follow. Now, Gordon Borrell notes, that formula has quietly failed as the local business landscape and marketing decision-makers have shifted. Service businesses, in-house marketers, and AI-driven tools increasingly control ad spending. Borrell warns traditional media must rethink their sales approach to stay relevant with today's advertisers.

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https://www.editorandpublisher.com/stories/borrell-why-local-media-advertising-got-harder-to-sell,261030