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Monday, September 23 • 1:15pm - 2:10pm
The New Sales Paradigm: Consultative, Integrative and Strategic

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As the media landscape has changed, so have the skills, strategies and approaches required of salespeople. Today, sales specialists must position themselves as marketing experts who can help clients maximize resources and marketing spend. Integrated media offers new possibilities for customizing sales approaches, but also presents challenges for salespeople as they go beyond pitching advertising to understanding clients’ unique business goals.

You will learn:
+ What is required of effective sales teams today and how to achieve the goal of consultative, integrative selling for the maximum benefit of the client
+ How to re-train legacy salespeople to adopt a consultative approach
+ How to identify and recruit new

Moderators
avatar for James Elliott

James Elliott

President, The James G. Elliott Co.
Jim Elliott has over 40 years experience in the advertising industry.  Before founding his own national media sales company in 1984, he held numerous executive positions, including director of field services at CBS Magazines and western advertising manager for Road & Track Magazine.  | His hands-on work with more than 250 media clients has given him a tremendous breadth of knowledge about the challenges faced by publishers and... Read More →

Speakers
avatar for Dave Leskusky

Dave Leskusky

Group President, North American Publishing Company
Dave Leskusky, Group President at North American Publishing Company, is a persuasive executive dedicated to growing profitable business in competitive environments through building dynamic business and personal relationships and solution selling. Leskusky has evolved from solely selling print media to selling marketing solutions to creating a full-service marketing consulting organization. Dave is a 2010 inductee into NAPL’s Soderstrom... Read More →
avatar for Paul Tourbaf

Paul Tourbaf

Executive Vice President, Corporate Accounts, Hanley Wood LLC
Paul has been at the forefront of Hanley Wood's digital media strategy serving in several leadership roles since 2000 including National Accounts Manager, VP Sales & Editorial and currently as the Executive Vice President of Corporate Sales. His list of accomplishments include integrating Hanley Wood's e-Media division into Business Media to form a stronger media sales organization, growing online advertising by 2000%, and coordinating the... Read More →


Monday September 23, 2013 1:15pm - 2:10pm
Ziegfield, 4th Floor