I’ve been talking to more and more publishers lately about the challenges with getting client meetings. Yes, it’s definitely a tough environment and has been for a while. Media buyers are busier than ever, and they don’t want to make the time to talk to your sales reps.
What if instead–your clients and prospects called to meet with your sales rep? What if they sought your salesperson’s expertise on a consistent basis?
It’s possible…but the challenge is that most publishers position their sales reps as just that, typical sales reps. What your organization and your customers need are marketing consultants.
Here is my action plan. This is not easy, but it’s necessary for the future of your business.
How to Transform Your Reps into Expert Marketing Consultants: [Read more…]