Forward This to Your Sales Team if You Want Them to Sell More
In case you missed the news, last week we launched Reboot Inbox, a weekly newsletter devoted to helping media salespeople radically transform how they sell. The newsletter will deliver exclusive insight directly into the inboxes of media sellers every Monday morning. Plus there’s a whole cache of free content -- expert blogs, video courses, and case studies -- available at the Reboot content portal (here).
Publishing Executive designed Reboot based on input we got from speaking with leadership in the media and publishing industry. The sentiment we picked up on is that longstanding sales techniques have become antiquated and don’t match up with modern marketing objectives, which are now driven by content marketing, consumer data, and quantifiable outcomes, (and decidedly not driven by media kits and selling real estate on a website or in a magazine).
If you’re a P&L manager, publisher, group president, C-suiter, or other, I encourage you to encourage your sales team to sign up for Reboot Inbox. It’s free training for those that crave change. (Take Reboot captain Andrew Davis’s bi-weekly video series “Reboot Ride-Along” as an example.)
Where much media sales “training” focuses on incremental improvement of old tactics, we feel more of the same is not the solution. Reboot is about disrupting entrenched philosophies in order to drastically alter behavior and sell bigger deals more often.
Of course, we’ll continue to cover how publishers are changing sales strategies and resources from the strategic management POV. To that end, we’d like to hear how you’re thinking about your sales strategy. Are you changing your sales culture, team structure, or incentive packages? How are you using data in sales pitches? Have you invested in training or other resources? Have you changed your recruiting strategy? What challenges are you facing that you’d like more insight on? Let us know. Email Publishing Executive editor-in-chief Denis Wilson at firstname.lastname@example.org.
Denis Wilson was previously content director for Target Marketing, Publishing Executive, and Book Business, as well as the FUSE Media and BRAND United summits. In this role, he analyzed and reported on the fundamental changes affecting the media and marketing industries and aimed to serve content-driven businesses with practical and strategic insight. As a writer, Denis’ work has been published by Fast Company, Rolling Stone, Fortune, and The New York Times.