E172: Total Market Advertising with The Frederick News-Post - Best Moves 2025

In this episode, Rebecca talks with Brittney Hamilton, advertising director at The Frederick News-Post, and Connie Hastings, regional advertising director for Ogden Publications, about their “Best Move” of 2025: a total market advertising strategy built on old-school sales tactics. By combining print, digital, and email into bundled packages—and emphasizing cold calls, door knocking, and face-to-face meetings—they reconnected with local businesses and opened the door to new revenue streams.

They discuss how the approach helped generate long-term commitments, improve time management for sales teams, and bring in new advertisers who hadn’t previously worked with the paper. The conversation also explores how tools like CRM systems, social media lead generation, and even AI-supported prospecting fit into the strategy—while reinforcing that relationship-building remains at the core. Ultimately, they explain how focusing on community connection, collaboration, and consistency can drive both revenue growth and stronger ties between local media and the businesses they serve.