Determining Your Mission: Views from the C-Suite
[Sponsored] An interview with John French on media management, private equity, and improving sales and revenue.
Articles by Jim Elliott
Three Trends Selling Organizations Must Understand
[Sponsored] The past decade has witnessed tremendous change in the media markets, not only in the way media is bought and sold, but in the media offerings themselves.
Sell Them The Way They Want to be Sold
[Sponsored] A quick reference guide on the stressful world of today’s media buyers.
Comparing the Buyers’ and Sellers’ Approaches to Media Planning
[Sponsored] The disconnect between sellers and prospective customers is real.
Relationship Selling: On the Wane or More Important than Ever?
[Sponsored Content] Concurrently with the rise of digital media, there have been big changes in the way media planners and buyers do their jobs that sellers of media advertising ignore at their peril.
A Look Ahead: Print and Digital Periodicals
[Sponsored Content] Just a few years ago, it looked as if digital publishing would push print aside and that publishers would be able to avoid paying the high costs of paper, printing and postage. But print refused to die. Why?
A Changing Publishing Environment Requires New Thinking
[Sponsored Content] Maintaining a direct sales force can be a distraction that doesn't make economic sense.
The Brand
[Sponsored Content] Powerful print brands will be the ultimate winners of the digital transformation IF they can adopt appropriate strategies.
How to Help New Sales Managers Succeed
The most successful salespeople are often promoted to sales management. They have demonstrated knowledge of selling, and they have a pattern of success.
Why Your Top Sales Person Might Struggle After a Promotion
We have dealt with numerous clients who have promoted sellers to ad directors with varying degrees of success. Sometimes it works quite well and sometimes it doesn’t.
