Agenda


Thursday, October 13

Determining our future sales structures

10:00 a.m.-12:30 p.m.
(New York time)

Today's module


What does a future team look like? Consultative selling? Should we become an in-house agency (the future role of agencies vs in-house)? Is going direct to advertisers always optimal? Should we focus on just what we know or own? How do we feel about social media advertising? Should responsibility for commerce come under sales teams?





Mark Challinor 10:00 a.m.-10:20 a.m. (New York time)
Introduction
Mark Challinor, Advertising Initiative Lead, International News Media Association (INMA)


Eimear Moran 10:20 a.m.-11:00 a.m. (New York time)
How should we sell to the future advertiser? What should be in the portfolio?
Eimear Moran, The Irish Times, Ireland


Annie Lidjesjo 11:00 a.m.-11:40 a.m. (New York time)
What people skills do we need to sell the future portfolio?
Annie Lidjesjo, Head of Operations and People, NTM, Sweden


Boaz Shkolnik 11:40 a.m.-12:20 a.m. (New York time)
Overhauling sales teams to adopt a client-centric approach towards operational excellence
Boaz Shkolnik, Director of Advertising, Mediahuis, Netherlands


12:20 p.m.-12:30 p.m. (New York time)

Closing remarks

Thursday, October 20

Module 2: What can help us sell in the future?

10:00 a.m.-12:30 p.m.
(New York time)

Today's module

What does a future team look like? Consultative selling? Should we become an in-house agency (the future role of agencies vs in-house)? Is going direct to advertisers always optimal? Should we focus on just what we know or own? How do we feel about social media advertising? Should responsibility for commerce come under sales teams? How should sales teams prioritise which formats and platforms to sell?




Mark Challinor 10:00 a.m.-10:10 a.m. (New York time)
Introduction
Mark Challinor, Advertising Initiative Lead, International News Media Association (INMA)


Kris Barton 10:10 a.m.-10:50 a.m. (New York time)
Using tech for aiding immersive experiences and selling
Kris Barton, President, Digital Marketing Solutions, Gannett, United States


Russell Foxley 10:50 a.m.-11:30 a.m. (New York time)
Consent in a cookie-less world. What can be sold and how
Russell Foxley, Data Innovation Specialist, Guardian, United Kingdom


11:30 a.m.-17:10 a.m. (New York time)
Automation vs human selling. How or what should salespeople sell in the future? What is the future role for programmatic?


12:10 p.m.-12:30 p.m. (New York time)

Closing remarks

Thursday, October 27

Module 3: Sales measurement & future focus

10:00 a.m.-12:30 p.m.
(New York time)

Today's module

Use of data and audience segmentation: What does first-party data and the cookie-less future imply for sales teams? What can be measured and how? What do advertisers want from us? KPIs for advertisers and in-house alike.





Mark Challinor 10:00 a.m.-10:10 a.m. (New York time)
Recap of last module, introduction of today’s focus
Mark Challinor, Advertising Initiative Lead, International News Media Association (INMA)


Chris Patheiger 10:10 a.m.-10:50 a.m. (New York time)
Measuring our sales efforts and setting the KPIs
Chris Patheiger, Vice President of Product, Torstar, Canada


Russell Foxley 10:50 a.m.-11:30 a.m. (New York time)
Measurement and sustainability, plus the important dynamics of future selling
Russell Foxley, Data Innovation Specialist, Guardian, United Kingdom


Thomas Lue Lytzen 11:30 a.m.-12:10 a.m. (New York time)
Measurement and tracking as well as future-proofing the ad ecosystem
Thomas Lue Lytzen, Ekstra Bladet, Denmark

Quang Do What smart publishers are doing about the future of ad sales
Quang Do, Principle, Alexander Group, United States


12:10 p.m.-12:30 p.m. (New York time)

Closing Remarks and Takeaways

Questions? Contact us

Tom Corbett

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Madhavi Sekhri

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