Episode 6: Three Key Areas of Enablement to Support Solution Selling
Media companies are adapting 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. Learn how to effectively enable solution selling in the latest Media Sales Podcast episode with AGI Director Jenna Greco.
Episode 5: Top 5 Steps to Sales Compensation Planning in the Media Industry
Joshua Meeks explores these five key areas when developing a successful sales compensation plan:
1. Establish the current cost structure
2. Determine the opportunities
3. Develop a sound forecast
4. Allocate the Target
5. Align pay with performance
Episode 4: Leading Digital Media Advertising Content Provider Case Study
Igor Uroic and Avrille Hanzel of the Alexander Group share insights in Episode 4 from a recent project with a leading digital media advertising content provider and how AGI helped them increase revenue growth.
Episode 3: Go-To-Customer Models in the Media Industry
In Episode 3, Alexander Group’s Matthew Rosenthal and Quang Do review data from the 2016 AGI Media Trends Survey and how go-to-customer models are changing in the media industry.
Episode 2: Media Client Case Study – challenges in the media and publishing industry
Alexander Group Principal Igor Uroic and Brian Bell in Episode 2 share a case study from a previous client who faced challenges that many companies in the media or publishing industry are experiencing today.
Episode 1: The New Customer Contract in the Media Industry
In Episode 1, Matt Bartels explains how the new customer contract and the evolving role of the primary seller is changing the Media industry. Listen now to learn how your company can benefit.
Learn more about the Alexander Group’s Media practices.