Getting Inbound Buy-In from Your Media Sales Team

Any marketer will tell you: happy salespeople are the currency of a job well-done. When you bring awesome leads to your account reps, you make their jobs infinitely easier. Instead of weeding through mismatched prospects, they can focus on closing deals with solid fits. This efficiency is especially important in the media world where established sources of revenue are waning, and publishers are needing to get creative in how they’re keeping their businesses alive. Inbound has the potential to fundamentally change the publishing industry in terms of how media reps sell, in addition to how they generate leads to the products that they’re selling. But still, marketers have a hard time convincing their sales teams to participate in inbound marketing efforts and to sell inbound marketing to advertisers. Sales leaders would rather focus on familiar terrain that they know works: reaching out to potential prospects on LinkedIn and selling the same advertising solutions for years. But then
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