Reaching New Prospective Advertisers

Jamie Wood
Jul 2
2 min read

There’s a paradox that plagues modern media sales organisations: The sales reps who are the best at prospecting have the least capacity to do it.

This is because at some point even the most proactive and hungry seller will secure a critical mass of clients. Content with the consistent revenue, but bogged down in the account management of a full book of business, they become reactive order takers with only enough bandwidth to focus on what's in front of them.

Here are a few reasons why this is more problematic right now than ever before:

According to Gartner, the average enterprise sales cycle is increasing by as much as 36%.
Anyone who was selling in 2019 will attest to the fact that sales headcount has reduced by at least 10%-20%.
Even leading media companies still benchmark client retention levels at just 40%-60%.

So, what does this mean?

Clients are more discerning, approval processes are more convoluted, and frontline sellers are being expected to do more to convert available dollars.

With fixed or declining sales headcounts, there are fewer people being expected to generate greater revenue outcomes.

And, even if the team secures the revenue, they’re still filling a leaky bucket with $4 out of every $10 not coming back next year.

This is a problem that exists all around the world and is a problem that Boost Media International is passionate about helping you solve.

Our specialty lies in our ability to alleviate the strategic, research, administrative, prospecting, and operational burden of new client acquisition off your team’s very full plate.

Connect with us now to discuss how we can help you exceed your revenue targets in 2024.