How Media Companies Can Get Their Swagger Back

On the backs of Mike Blinder’s business cards, it says: “Prognosis without diagnosis is malpractice.” For Blinder, President and Founder of the Florida-based Blinder Group, this means “sales reps have to go into this solutions-based sales process to learn the needs of the advertiser and then use all their media like arrows in their quiver.”

“If you make the packaging of the digital products easier to understand to the advertiser and the sales reps, and if you infuse them better, you can get more print sold and more digital sold and higher market share. And that’s what we’ve proven to the tune of millions and millions of dollars. It’s a question of positioning,” says Blinder, whose Group works with small and medium-sized media companies to help improve their sales teams

 

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