Advertising Seminar

Every media company is trying to identify how to build the most efficient, performance-based advertising sales organisation. This half-day INMA Advertising Seminar will explore the right culture, understanding high-performing salespeople and their DNA, and the technology and tools to build lead generation and data-rich business development strategies.

Agenda

Wednesday

May 15

8:30 a.m.
Registration and Welcome Coffee
9:00 a.m.
Welcome and Overview

Seminar Moderator and Senior Vice President of Revenue Strategy, Tribune Company

Susan Jacobs

President, INMA North America Division, and Vice President - Client Strategy, LocaliQ

Brooke Christofferson

9:05 a.m.
The State of Digital Media: Finding the Light

The Top 7 advertising platforms will take 80% of digital media spend globally this year and the rest of the digital ad market will decline 11%. For comparison, print will decline 10% this year. It’s now worse to run a Web site than it is to run a newspaper. Many INMA members run both. Facebook has been flying over speed bumps while Google continues to close off its walls. Twitter and Snap are surprising role models for the publisher ecosystem, both posting impressive growth while struggling with limited resources and a shrinking audience. In this presentation, we will look at publisher strategy moving forward followed by a roundtable of publishers.

Founder and CEO, Polar

Kunal Gupta

10:00 a.m.
Sales Skills + Talent + Compensation = Sales Performance

What is key today is having the right sales skills and talent along with compensation to drive sales performance. In this session, learn the latest in compensation based on executive interviews along with sales productivity, sales compensation, and ratios.

Principal and Media Practice Lead, Alexander Group

Matt Bartels

11:00 a.m.
Using Data and Tools to Drive Sales Performance

In this practical session, learn how leading publishers look at sales operations best practices such as lead generation and integration with CRM.

Vice President Sales Operations and Ad Operations, Advance Local

Dennis Dube

11:55 a.m.
Wrap-Up and Takeaways
12:00 noon
Seminar Concludes