The Media Sales Symposium will highlight new and proven strategies for sales teams. As media sales embraces the digital frontier, we’ll cover digital-specific techniques. The agenda is shaped to empower the entire sales organization, from Senior Managers, to Directors and VPs of sales.
It’s all happening at our Media Sales Symposium. You’ll learn:
- How your peers are selling digital and how you can create digital packages.
- How you can use technology to empower your sales organization to work faster and more efficient.
- How data can influence decision making and shape your sales process.
CEO of Matrix Solutions
Mark will talk about the future of Media Ad Sales Technology and its impact on the industry. What technology should your organization look into? What kind of metrics and integrations are key for the modern sales organization?
In addition, Mark will showcase the future of Matrix Solutions and talk about what a media ad platform looks like today and in the future.
CEO of Borrell Associates
Gordon will talk about the modern media advertising trends and sales. Gordon’s rich history and access to analytics gives him insights and understandings unique to the industry. In Gordon’s session, you’ll hear about trends and forecasts to help you prepare your sales organization for 2017 and beyond.
Entrepreneur / Partner at Birchmere Labs
Sean has over 12 years of experience in founding, building and selling businesses in the media and software industries. Sean was the Chief Operating Officer of ReadWriteWeb and before that he was the co-founder / CEO of mSpoke which was acquired by LinkedIn.
Over the years Sean has learned how to grow media companies and their sales teams. At the Media Sales Symposium, Sean will lead a discussion on how to prepare your sales organization for digital and provide tips to help you build an efficient sales team.
Co-Founder/President of vCreative
Jinny is the visionary leader behind vCreative, championing workflow efficiency and driving innovation. She oversees sales, marketing, accounting, and affiliate relations. She is inspired equally by her staff and clients, driven by an infectious passion for radio and its ability to enhance people’s lives.
Executive at Infinitive
Jeff helps drive major transformational efforts for Infinitive’s clients. He has consulted with Fortune 500 companies for over 16 years, including telecommunications, digital advertising, and mobile services.
COO/CRO at MyersBizNet
John has a unique combination of corporate and entrepreneurial experience, having worked at several of the most highly regarded global media brands and venture-backed start-ups. He has extensive experience across a variety of media platforms including print, TV, digital, social, digital OOH, mobile, shopper marketing and events.
John currently serves as Chief Operating and Revenue Officer for MyersBizNet, the publisher of MediaVillage.com. He is responsible for all cost centers including business operations, revenue, business development, marketing content, social media and events.
Director of Success Management at Matrix Solutions
As the Director of Success Management, Eileen applies her nearly 20 years of media industry expertise working with users to enhance efficiencies and optimize workflows. More specifically she is responsible to guarantee her team ensures the business continuity of sales data, proactively creating personalized action plans, remotely monitoring user adoption and analyzing trend data.
President of Paradigm Group
Dennis G. McCarthy is the president of Paradigm Group, a Connecticut-based research, training and consulting firm. He is sought out for his insight and advice on how companies can develop vibrant sales cultures that create distinct competitive advantage. Paradigm Group is known for developing simple, practical ways to achieve sustainable improvements in people, systems and products.
EVP, Media Practice at Edge Technology Services
Joe plays a leadership role and provides strategic advisory services across the media and advertising supply chain. An expert in advertising industry business processes and the automation of supporting business controls, he has been instrumental in helping move the industry to new business models while enhancing operational and financial processes.
More speakers are being confirmed!
We’re finalizing our speaker lineup. Stay tuned for announcements of media analysts, thought leaders, veterans in the field and digital trailblazers.
Interested in speaking? Have a suggestion?
What to Expect at the Media Sales Symposium
• Two Days of Impactful Sessions
Sessions will be lead by industry leaders, innovators and the Matrix team. Session topics cover sales workflows, how to leverage technology to improve efficiencies, how to close deals faster, and how to ensure your sales organization is fully equipped to be successful in media ad sales.
• Insight from the Front Lines
We’re booking speakers who have experience in delivery improved sales to the media industry! You’ll leave this conference with actionable ideas and insights to improve your own sales organization.
• Technology + Sales
Technology is more critical than ever in the effectiveness of sales. Whether it’s analytic tools, a CRM, reporting and forecasting platforms, you need to know what’s worth using and what’s not. We’ll talk about the way you can integrate technology into your sales organization.
Agenda at a Glance
Monday, January 30
8am: Breakfast & Registration
9:00am: Opening Remarks w/ Mark Gorman
9:30am: Media Ad Sale Trends w/ Gordon Borrell
10:30am: Omnichannel Reporting w/ Noah Jacobson
1:00pm: Linear vs Non-Linear moderated by Brenda Hetrick
2:00pm: How CRM and Sales Technology Can Improve the Bottom Line Monderated by Eileen Fredette
3:00pm: The Fractured Media Landscape: How Publishers Find New Opportunities w/ John Mcmenamin
4:00pm: How a Concrete Sales Process Improves Efficiency and ROI moderated by Kim Ashley
Tuesday, January 31
9:00am: Connecting the Workflow Between AdOps & Sales w/ Jeff Puzenski
10:00am – Automation in Advertising w/ Mike Chevalier
11:00am – Using Empathy to Connect with Clients w/ Sean Ammirati
1:00pm: Examining the Modern Digital Workflow moderated by Jinny Lederer
2:30pm: Closing Remarks
Leveraging Sales Technology Efficiently and Effectively
In this panel, enjoy a discussion about intelligently implementing sales enablement technologies & CRM into your organization. You’ll hear from GSM and LSMs talk about their experience with introducing technology to the sales organization and the impact it had on their organization. They’ll discuss how to build good habits, getting the team to embrace the technology and how measurement tools can expose new revenue an organization.
Takeaways: You’ll hear first-hand how sales enablement platforms boost productivity and efficiencies in the media ad sales world. More importantly, you’ll hear how to avoid implementation issues and how to get the most out of your technology stack.
Advertising in the a World of Automation
How does automation impact advertising? How does it improve the process and streamline revenue? Digital advertising is growing, as is the need to manage it. Automation platforms and techniques have been paramount in scaling digital advertising for all sizes of organizations. How does this impact ad sellers and buyers? How can you leverage automation for your media ad sales organization? Mike Chevalier, VP of Sales at Rubicon, will walk you through the world of automated advertising and highlight trends you should be aware of for the future of media ad sales.
Takeaways: You’ll come away from this session with an elaborate and comprehensive understanding of the world of automated advertising. In addition, you’ll hear how automation can save you time and increase revenue to exceed goals and grow your organization.
To Linear or Not to Linear – What Does the Future of TV Look Like?
Enjoy a discussion between Linear Loyalists and Proponents of Non-Linear in regards to tv advertising. This detailed, honest and forthcoming conversation of what the future of television advertising looks like will prepare you for the future of selling television – no matter who ends up being right.
Takeaways: You’ll have insights into the future of television and how you can prepare your sales force and organization to sell linear or nonlinear advertising. You’ll hear pros-and-cons of both sides and walk away with a comprehensive and sophisticated worldview of the TV Advertising Ecosystem.
Examining the Digital Workflow with Jinny Laderer, President of VCreative
Jinny Laderer will host a panel discussion on the digital workflow. You’ll hear a candid discussion from Georgia Beasley, Director of Digital at the Beasley Media Group, Elisa Defoe, Vice President of Social News Desk as they examine the digital workflow and pinpoint common problems and barriers they’ve had to overcome.
How Publishers are Finding Innovative Ways to Improve Revenue
How do you fight fragmentation? Should you fight fragmentation? In order to survive, publishers are creating plans, A, B, C and all the way to Z. In this sessions you’ll hear how media companies of different sizes are leveraging new media like podcasts, improving the ROI on old media and Diversifying in unusual, but profitable ways. Fragmentation doesn’t have to be a bad thing – it opens up a number of new options and possibilities for media ad sales.
Takeaways: You’ll have ideas and action items you can implement in 2017 to bolster revenue and grow your business. You’ll get concrete examples of how organizations diversified their portfolio and moved outside their comfort zones to sell a variety of advertising.
Anatomy of the Modern Media Sales Organization
Media selling has grown-up and evolved extensively in the past years. The process is precise and there’s a focus on providing unique solutions to a client’s problem. Has your sales organization evolved alongside the changes in the industry? Sean Amirrati has years of experience building successful sales team and technology companies. He’ll share his insight into building a modern sales team and answer questions about educating and transitioning into a well-oiled consultative sales organization.
Takeaways: You’ll have a better understanding of the elements that make up a modern sales organization as well as how to build a consultative sales team that can sell a myriad of advertising solutions. Sean will walk you through metric and key techniques to ensure your sales team is equipped to sell any kind of advertising.
A Succinct Look at the Modern Media Landscape with Gordon Borrell
Gordon Borrell keynotes on the Monday of the conference to talk about the Modern Media Sales Trends. Gordon’s vast experience and expertise will color in the ecosystem and focus you in the right direction as you plan to increase revenue in 2017 and beyond. Should you focus more on digital media? Invest in local resources? Or a combination of techniques you maybe didn’t see coming? Gordon has his pulse on the industry in a way not many other analysts do. Listening to Gordon talk about the industry feels like someone is giving you inside information that can put you on a path of success.
Takeaways: Gordon’s expertise will give you a leg-up over competitors and help you position your organization in a way to take advantage of the changes in the media ad landscape. You’ll have the expertise to capitalize on trends coming down the pipeline.
Optimizing the Ad Sales Workflow
Today’s digital ad sales landscape is complex and ever-evolving. The people, process and technology behind the digital ad sales workflow are critical, but often face major challenges in efficiency and productivity. Media companies are commonly faced with disparate sales channels, limited technology integrations, growing product catalogs, data discrepancies and invoicing headaches. Jeff Puzenski will share ways leading digital media companies are overcoming these challenges and driving improved performance of their organizations.
Who Should Attend?
This conference is built for the media sales organization of the modern era.
We talk to a lot of sales organizations and one recurring theme is this: “We need to be more consultative in our sales.” It’s the future of sales. You don’t sell a single package. You find your client’s pain points and prescribe them a media package custom fit to their needs.
This conference is for someone that has ever asked…
How can I build a consultative sales organization?
What tools or technology can I use to improve sales efficiencies?
How can I close deals faster ?