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Innovative Solution Selling is the Only Viable Long-Term Growth Strategy for Media Sales

As marketers require more complex solutions to drive customer behavior, publishers are investing in new and expanded products, platforms, roles and capabilities.

To identify the key paths for growth, Alexander Group interviewed executives and collected sales performance data from 40+ leading Pure Play Digital, Integrated Broadcast, Integrated Print and Ad Tech companies.

Findings reveal that leading media sales firms:

  1. Invest in solution selling
  2. Segment transactional and solution buyers
  3. Align roles and compensation to growth objectives
  4. Optimize pre- and post-sales
  5. Incorporate programmatic into the core

And they’re investing in growth products for increased revenue. From 2018:

PURE PLAY DIGITAL – Revenue from video is up 68%    

BROADCAST – Revenue from OTT/Streaming is up 56%

PRINT – Revenue from digital is up 83%

How does your organization stack up against the leaders in the industry? Where are you under/over-invested, and what are your key improvement areas as you strive towards growth in 2020?

Sign up for a complimentary briefing today and discover additional benchmarks on growth, margins, costs, productivity, organization structure and sales compensation.

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Practice Leadership
Matt Bartels Principal Alexander Group, Inc
Matt Bartels

Principal, Media

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Quang Do Director Alexander Group, Inc
Quang Do

Principal

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Igor Uroic Principal Alexander Group, Inc
Igor Uroic

Principal
Media, Tech

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