The revised sales team: Getting the right talent, motivating sales teams, emerging team structures, selling first-party fuelled advertising, franchise sell, and where e-commerce fits

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Role of future sales teams

What should they sell?

What should the future structure look like?

What and how are news publishers selling?

The pandemic saw us take a fresh look at our advertising sales teams in terms of who they are, what and how they sell, and how we need robust future structures that help lead us to a new future. This INMA master class will bring in expert speakers on a range of topics that will provide guidance as to how we should approach advertising sales in our media companies going forward. A must-attend three-module event for senior management and sales teams alike.


Coming soon ...

Curated by

Mark Challinor

Mark Challinor

Lead, Advertising Initiative
International News Media Association (INMA)


Examination of the agency vs publisher relationship: Is it broken?

Is it better to focus selling from in-house?

Is print part of the future sell?

New ad formats?

Branded content

Should responsibility for commerce come under sales teams? What else?

Owned media vs bought, Who is best positioned to sell these? Should we focus on just what we know/own?

Becoming an in house agency. Case studies of success v cases studies of “keeping it “traditional."

Social media platform advertising. How do we feel about selling this? What is our response to it?

The future role of agencies. Is going direct to advertisers always optimal?

How should we structure our future sales teams?

How does WFH affect team functioning?

How do we compensate our sales teams?

How should sales teams prioritise which formats/platforms to sell?

Use of data/audience segmentation (inc 1st party data and the cookie less future). Implications for sales teams?

Measurement. KPis for advertisers and in house alike.


Thursday, October 13

Module 1: Role of future sales teams

Click here for more information on this module

Thursday, October 20

Module 2: What should sales teams sell?

Click here for more information on this module

Thursday, October 27

Module 3: What about the sales teams structure of the future?

Click here for more information on this module


What is included in registration?

Your registration includes the live presentation, the video recordings of the presentations, and the speaker’s presentation if they are willing to share.

What is the format?

Each module will be approximately 2.5 hours in duration. Each module will be held from 10:00 a.m. to 12:30 p.m. New York time (2:00 p.m.-4:30 p.m. GMT). Conducted in the Zoom ecosystem, you will have an opportunity to ask questions of all presenters.

What is the cost?

  • Members: US$395 for all three modules, inclusive of video recordings and presentations
  • Non-members: US$1,190, which is member pricing plus US$795, which includes one year of INMA membership




Questions? Contact us

Tom Corbett

Head of European Division
Tel.: +32 486 37 13 36

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Laura Gallagher

Event Manager
Tel.: +1 407 637-6770

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Ana Gutierrez

Directora Regional Latinoamérica
Tel.: +503 7986 7383

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Doreen Mbaya

Head of Africa Division
Tel.: +254 721 541 025

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Madhavi Sekhri

Head - South Asia Division
Tel.: +91 99716 00632

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