Media - Documentaries Films
With the expansion of media options, advertisers are changing their traditional buying patterns and practices. As they look to spread their marketing dollars across different platforms, and demand more rigorous ROI metrics, advertisers have significantly different needs today compared to those of the past.
In this environment, media sales and marketing efforts must be able to focus on the highest-potential customers, assess needs, and communicate clear, compelling and differentiated value propositions.
Our media practice focuses on helping clients succeed in today’s competitive advertising market. We work closely with our clients to:
- Develop growth strategies based on rigorous assessments of customer needs, market opportunity, and the current marketplace
- Optimize sales force size and structure decisions, including the assessment of different options for organizing traditional and digital selling efforts
- Design and implement value-based sales processes to drive effective opportunity generation, sales conversion and ongoing relationship management
- Develop competency models and implement coaching and training required for effective value-based selling
- Set sales goals and design motivating and fair incentive compensation plans
- Identify KPIs appropriate for the new media selling model, and design and implement insightful and actionable performance reports and dashboards
- Diagnose sales and marketing effectiveness, and identify quick-win and longer-term sales and profit growth opportunities
- Develop and implement sales execution programs to help accelerate short-term sales for existing and new customers, and to sustain these improvements going forward
If you would like to learn more about our experience within the media industry, please contact our industry lead. We would be happy to discuss our insights regarding key challenges, critical success factors and proven approaches.