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9:30 a.m., Thursday, February 21 to
2:15 p.m., Friday, February 22

Who It's for: Sales leaders and professionals at the highest levels. Sales-management executives responsible for strategic direction and hitting budgets.

Defining the Challenge: Integrated sales. Multi-platform packages. Specialized sales teams. Complex commission structures. Confused priorities. Bewildered sales teams. Sound familiar? As publishing companies embrace multiple channels between advertisers and readers, your sales team is in the vanguard – coping with the increasingly complex demands of customers, juggling shifting business models, learning new technology, new jargon and new benchmarks. Now add the challenge of training, attracting and compensating sales teams who can actually sell new and old media. In this working group, we’ll provide a game plan for the future.

Chair:

Jack Bamberger

Senior Vice President, Corporate Sales, Meredith Corporation

 

 

Panelist:

Genevieve Bos, Owner, Founding Publisher,PINK
Jonathan Chalon, Vice President, Entertainment Technology Division, Penton Media
Chris Collins, Vice President, Multimedia Sales, Dow Jones
Mark Fishkin, Executive Director, Digital Solutions, The Wall Street Journal
Jim McCabe, Executive Vice President and Publisher, PC Magazine
Dick Raskopf, Publishing Director, Sports Illustrated
Jason Schaeffer, VP of Business Development, CNNMoney.com
Eric Shanfelt, Executive Vice President, eMedia, Aspire Media

 

Issues We'll Cover

  • Who sells what? Specialized print and online teams? Or should one team sell everything? Do you need an integrated sales czar to pull it all together?
  • New techniques in sales compensation. How to incent a sales force to sell in multiple channels.
  • Preparing your staff for multiplatform. Issue No.1: The level of expertise is nowhere near where it needs to be. Do you train – or clean house? And where can you find ready-to-go talent?
  • Lead generation. Growth inevitably means opening new markets. The keys to successful prospecting – and getting to the close – in unfamiliar territory.
  • Sales-management skills for a new-media era. What can you learn from your online-only brethren.
  • Follow the money. New – and profitable – ways of thinking about billing and cash flow.
  • Monetize your reader. Innovating through user-generated content: Blogs, forums, wikis, social networks, job boards and more.
  • Proving performance. Advertisers are demanding marketing programs that deliver accountable results. Learn methodologies and see examples of lead generation and other integrated programs that protect print rates and generate incremental dollars – and results.