Sales Strategy

The Most Popular Publishing Executive Posts of September
October 8, 2015 at 1:29 pm

Here’s a collection of Publishing Executive’s most read stories from September. Why Publishers Should Act Like Agencies - A guest post by Katie Risch, SVP of publisher development at Centro, this piece encourages publishers to purchase ad inventory on other sites, allowing advertisers to continue to target readers after they’ve left the publishers’ platforms. Reports…

Does Your Sales Team Need a Reboot? Yes.
October 6, 2015 at 4:06 pm

The media industry is changing. A lot. And anyone charged with driving revenue needs to drastically rethink how they sell and what they sell if they want to survive.

Stop Selling Ads & Start Selling Outcomes
October 6, 2015 at 3:26 pm

NAPCO Media president Dave Leskusky explains why media salespeople need to develop new, consultative skills that will help them assess clients' problems and sell solutions.

Audio: Leaders from Rodale, Trusted Media Brands, and Hearst on the Future of Media Sales
October 5, 2015 at 1:55 pm

Media organizations are in the midst of a massive transformation, pivoting from print-driven revenue to selling custom content, native ads, programmatic, and more. As magazine products evolve, so too must the salespeople who sell them. “[Sales] training and support needs to be essentially constant because the product evolution is so rapid these days. To have…

Why Publishers Need a Sales Reboot
September 10, 2015 at 2:58 pm

With new technology regularly reshaping the media industry, media sales has not gotten any easier. Salespeople are now expected to sell event sponsorships, leads, video services, and more. Yet many salespeople still sell these diverse opportunities using sales strategies of the past -- selling eyeballs and space on a page. In order to succeed in…