Media Firms: Three Key Areas of Enablement to Support Solution Selling

By: Jenna Greco Media Sales, Sales Compensation

In Alexander Group’s most recent sales compensation trends survey, 88 percent of participating sales leaders stated their teams need improved skills to support solution selling. With the recent trends of consolidation, digitization and changing consumer preferences, it is more important than ever for media companies to adapt their go-to-customer models to better meet the unique needs of buyers.

To accommodate this change, the account executive role is evolving to focus on solution selling and demonstrating ROI. Alexander Group’s Jenna Greco offers some advice on the programs and enablement tools that leaders should be investing in to build the sales organization of the future.

Episode 6: Three Key Areas of Enablement to Support Solution Selling

Looking for solutions to set up your sales team for success? Alexander Group can help you change and adapt your sales organization and go-to-customer model to keep up with the pace of change.

Learn more about Alexander Group’s Media practice or contact a practice leader to discuss your company’s challenges.

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Jenna Greco

Jenna Greco is a director in the Stamford office. She works with clients across multiple industries, including: media, technology, and life, health, property & casualty insurance. She is a leader in the Media and Health Care Services practices, where she builds and maintains client relationships, manages project work and develops intellectual property. Jenna’s experience includes sales model transformation, go-to-customer model redesign and implementation and global sales compensation framework development. Her most recent engagements include global sales compensation structure redesign and implementation to support the integration of two leading media organizations and sales and account management transformation that involved market segmentation, sales process and job design, sales compensation plan design and implementation.

Prior to joining the Alexander Group, Jenna spent five years at Travelers Insurance where she worked in product management, strategy development and customer experience. Jenna holds a B.S. in finance from Bryant University. She is also a Certified Sales Compensation Professional.