One interesting note that I’ve had the incredible opportunity to produce in large media companies is that the Legacy reps WANT to sell digital WHILE maintaining their traditional product clients. I’ve seen that sparkle or glint in a Legacy rep’s eye when they get to offer a compelling digital product and deliver something their client’s have been asking them for. The digital products of the past, sold one time, without ongoing support are gone. Now are the times where digital products are sold as services. The Reps are key in maintaining the relationships/budgets by selling the ongoing ROI and pushing their product folks to amp performance of the product. Key in bringing back the feedback from the clients so that product evolves as their business evolves.

All sales people ……especially sales people …..want to go home and tell their other halves that they are selling something kool and progressive. The onus is on us to truly deliver compelling products/services with transparency and clear benefit to our channels …..and clients.