Optimising sales: what strategies are driving success for publishers?
Is your company experiencing sales growth? Selling more ads? Doing more commercial deals?
This webinar will look at the challenges publishers face in growing their sales and explore successful growth strategies.
Historically, many media and publishing firms have been sales-led organisations, with less reliance on marketing, however this is changing. How are publishing companies adapting to this change?
Publishing firms like to know their audience, but how well do they know their clients? What strategies are companies using to better understand their client base and buying behaviours?
Talent is at the heart of any good sales organisation. How do you recruit and retain the best people?
These questions and many more will be explored by our expert panel of Fergus Gregory (director at Collingwood), Matthew Jackson (chief executive of APL Media) and John Cheney (CEO of Workbooks). After the panel discussion, there will be a Q&A session giving you the opportunity to put questions to our panellists.
By attending, you can expect to learn about, and pick up top tips on:
- Aligning sales and marketing teams for best results
- Measuring the entire funnel, from lead to order
- Understanding the importance of ICP (Ideal Customer Profile)
- Understanding the buyer’s digital journey before they engage
- Reducing the time to success: best practice on-boarding of salespeople
- The metrics sales managers need to focus on
Who should attend: Senior publishing management and business leaders, sales & commercial directors and managers, marketing directors and managers – and anyone with an interest in growing sales.
This webinar was broadcast on 2.30-3.15pm (BST), Tuesday 24 September 2024
Panellists: Panellists: Fergus Gregory, Matthew Jackson and John Cheney
Fergus Gregory (pictured, top left) is a director and practice lead (digital media) at Collingwood, a leading provider of consultancy services for independent media companies. Fergus has extensive media and advisory experience, specialising in digital media strategy, marketing services transformation and sales leadership. He is a former managing director at Informa and commercial director at The Drum.
Matthew Jackson (pictured, top right) is CEO at travel and lifestyle publishers, APL Media. Prior to that, he developed his career in sales roles within the media and fashion sectors. Since assuming leadership of the senior management team in 2003, he has been a driving force behind the company’s considerable growth. Matthew is a member of the PPA’s Independent Publisher Network and a non-executive director for The North Coast 500, a Scottish tourism social enterprise.
John Cheney (pictured, bottom right) is CEO & founder of Workbooks CRM, a leading supplier of CRM and marketing automation solutions to mid-size companies. He is an entrepreneur with over thirty years’ experience in the software industry, running cloud computing businesses in Europe and North America.
Moderator: James Evelegh
James Evelegh (pictured, bottom left) has worked in magazine publishing since 1989, and has been the editor and publisher of InPublishing since it launched in 2003. He began his career with Trinity Publishing (now DMG) and was then group circulation manager at Centaur Communications from 1994 to 1996. From 1996 to 2003, he worked as a circulation consultant to a wide range of companies including Guardian Media Group, FT Business, Euromoney, WH Smith News and Wilmington.
Webinar sponsored by: Workbooks CRM
Workbooks CRM is a leading supplier of CRM and marketing automation solutions to mid-size companies. Workbooks CRM helps organisations grow revenue and streamline business processes. Their core CRM services extend beyond sales, marketing and customer services to include powerful marketing automation, event management, order management and fulfilment, invoicing and supplier management functionalities.
