Paul Tourbaf of Hanley Wood to Speak at the Publishing Business Conference & Expo
According to Hanley Wood's Senior Vice President Paul Tourbaf, publishers must find new revenue by implementing a good sales approach to stay afloat in a changing industry. As an expert on digital media strategy, Tourbaf will present new ideas for publishers to increase revenue during his session, Improving Your Integrated Sales Tactics and Results, on March 19 at the Publishing Business Conference & Expo.
Today, all publishers are adding platforms to reach audiences, therefore creating new opportunities to reach marketers. In this session, Tourbaf will speak from his experience on how to approach solution-based selling, finding new customer budgets and selling integrated programs.
"[I plan] to help publishers [and] media companies realize that there are additional customer budgets to tap that are bigger than existing media budgets and the sales approach may need to be different than traditional models," Tourbaf told Publishing Business Today.
According to Tourbaf, the future in media sales lies in a good integrated media approach. Traditional media sales organizations may no longer work as well as they did in the past. Companies have to restructure their sales, training, compensation and management strategies.
"Publishers [and] media companies cannot survive by making more expense cuts. They must find new revenue. A good integrated sales approach is ... the future for every company," Tourbaf says.
For more information on the Publishing Business Conference & Expo and registration, visit publishingbusiness.com.