Why Publishers Need a Sales Reboot

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 today’s media landscape, salespeople need to offer real outcomes to their clients, not just impressions.

In an effort to help navigate this massive sea change Publishing Executive has organized a one-day sales training event called “Reboot: Radically Transforming Media Sales,” which will be held on November 16th in New York City. The Reboot will provide the tools salespeople need to succeed in the modern media world.

Leading the Reboot is Andrew Davis, a sales and marketing expert who co-founded the digital advertising agency Tippingpoint Labs. Through this agency he advised major publishers like Rodale and Meredith and helped brands and publishers alike rethink their digital sales strategies. Davis also has extensive experience in the TV and film industries, having previously worked shows like “The Muppets” and “Sesame Street,” which he believes have a lot to teach media salespeople around creating pitches and crafting solutions.

“This is not about how we’ve sold in the past,” says Davis “This is about how you’re going to drive more revenue tomorrow than you are today. We’re going to challenge you to sell like television networks, to think like production companies and talent agencies. We’re going to get in the head of the modern marketer to understand their needs and deliver outcomes. I want to help you reboot your media sales career.”

At the Reboot, attendees will learn how to quickly diagnose client challenges, deliver powerful solutions, and become an integral member of clients’ marketing teams. They will also learn how data is impacting the sales conversation and how to use audience insights to improve sales calls. Finally, attendees will hear three publisher case studies throughout the day from industry leaders who have transformed their sales structure. These experts will share the strategies they implemented to achieve greater sales and take questions from the audience.

“The landscape of media sales is undergoing a tectonic shift and the skills required to advance in this environment have radically changed,” says Mark Subers, president and CRO at NAPCO Media, parent company to Publishing Executive. “We have worked diligently with Andrew Davis to develop a program that takes these issues head on and will provide the attendees with the right tools to succeed and advance their careers.”

To register for Reboot: Radically Transforming Media Sales, visit the event page here. Attendees who register before October 9th using the discount code “EARLYBIRD” will take $100 off the regular rate. A group discount is also available for companies sending three or more attendees. Groups can use the code “EARLYBIRDCO” for $125 off the regular rate.

For more information on attending or sponsorship opportunities, email publisher Matt Steinmetz.


Ellen Harvey is a freelance writer and editor who covers the latest technologies and strategies reshaping the publishing landscape. She previously served as the Senior Editor at Publishing Executive and Book Business.


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