"Highlight people in your sponsorship packages," Ryan Dohrn, founder and CEO of Brain Swell Media, told a group at an excellent Pre-Conference Workshop last week on Selling Integrated Advertising and Sponsorship Packages.

"An audience wants to know, 'Where am I going to make money?' Making money from external sponsors and advertisers is a huge relationship game. It's important to establish a revenue model beyond subscriptions and be specific in your planning. Being random costs you time, energy and money. Prospecting is a dying skillset, and it is so valuable to sales success."