Evolve Go-To-Customer Models to Meet Changing Buyer Needs
Media Sales executives confirm – innovative solution selling is the only viable long-term growth strategy for media sales. And those firms that are solution-invested are achieving a 35% higher revenue growth as well as more revenue from new products and new customers.
40+ leading Pure Play Digital, Integrated Broadcast, Integrated Print and Ad Tech companies participated in Alexander Group’s Media Ad Sales Study. Through executive interviews and collected sales performance data, five leadership mandates were identified as the key to revenue growth for 2020.
- Evolving solution selling
- Balancing transactional and solution sales
- Increasing pre- and post-sale support investment
- Incorporating programmatic into the core
- Leveraging data to drive trust and retention
The Media Ad Sales Study also includes benchmarks on growth, margins, costs, productivity, organization structure and sales compensation.
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?
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