| What is your role in new business efforts? i.e How specifically do you contribute to the sales process? | |
|---|---|
| Ben Munger, Client Partnership Manager | Responsible for selling all Globe Media Group advertising opportunities to clients in my territory (Mindshare, m/Six, UM (BMO) and Media Experts), both current clients and new clients. Full immersed in the sales process, from proactively creating a client pitch/responding to a client RFP, setting up internal brainstorms with all necessary stakeholders, finalizing the sales presentation and presenting to the client/agency. Once a campaign is sold, I manage the campaign with my AOS, ASR and PDM. |
| Irene Corke, Manager Media Strategy Team | Contribute readership expertise, media strategy collaboration and a strong client/customer focus. |
| Shaenie colterjohn, Brand Partnerships | Integrated marketing solutions - primary client lead, help determine best strategy to meet clients objectives then bring in the relevant internal stakeholders Iie, content , events, performance) |
| Adam Wilson, Client Partnership Manager | Prospecting, Proposals and Account Management |
| Nathan Greene, National Account Manager, Programmatic & Performance | I work alongside Brand Partnership Managers to support sales efforts across their sales desks. That support includes existing business, new business lines within current clients, new business through agency partners, and new business directly with clients. I also seek out new business and bring in a BPM when it becomes tangible. |
| Connie Ducharme, Brand Partnerships Manager | Front line in the sales process, therefore I research clients' business, come up with a relevant alignment or opportunity, and then ask to meet with them to discuss. |
| Rosalyn Morris, Product Manager | I would respond to questions about our ability to execute on a clients request, for something we currently do not support. |
| Yen Conrod Tran, Senior Manager Trade Marketing | Marketing and communications to advertising industry Development of events, ad campaigns, PR messaging to support sales |
| Ryan Hystead, Product Manager | Creating proactive sales opportunities/packages for new business. Participating in branstorms, providing category perspective and sales material |
| Jane Avery Manager Globe Events | lots of cold calling on new clients. Event sponsorship sales that may also lead to media campaign. |
| Jim Hester - sales Rep | Solicit clients who I qualify as a good prospect |
| angela Maxwell, brand partnership manager | I have an established client base but as the advertising landscape changes and budgets are cut, I continue to focus on building new business to offset those targets. |
| Joanne MacLellan, Account Manager | I am a sales rep, that handles a specific account list. It is also my responsibility to solicit new business. |
| Kris McVeigh, Group Client Director | Client connections; lead generation; active engagement in ideation, development and presentation of some of our proposals; |
| Anono Anonomomomo. I'm in sales. | I'm a seller |
| Stuart Thompson. Manager, Marketing Services | Leading the creation of client-facing sales materials - media kits, GlobeLink.ca site, marketing emails and corporate credentials and platforms/product promotional presentations. |
| Brian Batenburg, Sales manager, Programmatic | Performance sales is a priority. Always looking for a way to engage to drive business outcomes. I specifically look at ways to plug into all lines of business, use our products to achieve advertiser's goals. We also look to engage new business with our USPs (data, audience, KW tech, optimization, alignment) |
| Brendan Murray National Account Manager, Performance and Programmatic | prospect, maintain current business and help other brand partnership reps with performance products. |
| Alan Maitland, Group Client Director | Manage a team of front line national salespeople that work with advertising agencies and clients direct. Assist in providing internal support for their client needs, provide coaching, sales strategy guidance and accompany them in field meetings. |
| Connie Corner, Group Client Director | Assign new business leads to my account managers and follow up with them on the progress; work with my account managers on new business development for existing advertisers (so lines of business not currently active with us) |
| aristos Pavlides - retail account manager | front line sales rep. I am usually the first point of contact with the clients / prospects |
| Peter Chen, Product Manager | Category specific research and presentation. Provide guidance on product(s). |
| Natalie Prior, Brand Partnership Manager | I am always looking out for new business opportunities through industry news or competitive media. In my role of selling content marketing and strategy through our Toronto Retail and Branch sales teams, I consider how storytelling can help a client’s business needs, the strengths we have across all of our products, and the client’s industry insights and research to approach them as a new partner either with the AM or on my own. |
| Who do you consider the biggest competitors to the Globe? | |
| Ben Munger, Client Partnership Manager | Google, Facebook, Amazon, Post Media, Torstar Media, CBC, Rogers, Bell |
| Irene Corke, Manager Media Strategy Team | In print - Post and Star In digital - We can't compete with the leaders - Google/FB, etc - so our direct competitive set is other premium publishers |
| Shaenie colterjohn, Brand Partnerships | Post Media CBC BNN |
| Adam Wilson, Client Partnership Manager | Anyone with a premium audience, producing premium content (St Joseph, CBC, Rogers, Postmedia and Torstar). Also players with scale (Facebook and Google/YT, and the Open Market). And traditional broadcasters with online streaming compete for video (CTV, Corus, etc.). |
| Nathan Greene, National Account Manager, Programmatic & Performance | In the part of my role where I engage with new business the most (i.e. managed performance campaigns), the biggest competitors are Google and Facebook. |
| Connie Ducharme, Brand Partnerships Manager | Good question. For print, it is the Post and the Star, and for magazine it is Enroute and FP Mag. For digital, it is everything, all decent quality sites because they are after "audiences" not contextual environments. |
| Rosalyn Morris, Product Manager | Facebook, Google (Search marketing and YouTube) and their own display networks, CBC, depending on the advertiser vertical it could be Instagram |
| Yen Conrod Tran, Senior Manager Trade Marketing | Direct competitors - Toronto Star/Postmedia Indirect competitors - all other media alternatives: search, digital, programmatic, outdoor, event sponsorship, etc. |
| Ryan Hystead, Product Manager | National Post, Torstar, BNN Bloomberg, Google, Yahoo Finance, Rogers, |
| Jane Avery Manager Globe Events | Other events/conferences held primarily in Toronto. eg Canadian Club,Toronto Board of Trade- Small Business Summit, Toronto Life Events |
| Jim Hester - sales Rep | Google, Facebook. |
| angela Maxwell, brand partnership manager | Print: Toronto Star & National Post Digital: above BUT Google / youtube / facebook continue to get majority share of digital $ Other Mediums: OOH, TV, Radio |
| Joanne MacLellan, Account Manager | Everyone and everything in media. - Toronto Star, National Post, all magazines, all digital sites, etc. |
| Kris McVeigh, Group Client Director | Verizon Media, Economist, Post Media, Rogers, Bell, TorStar, St Joseph, Bookmark Content, Pelmorex |
| Anono Anonomomomo. I'm in sales. | Post, Oath, Bell, Google, Star |
| Stuart Thompson. Manager, Marketing Services | Big 5 digital media companies - Google/Facebook etc. |
| Brian Batenburg, Sales manager, Programmatic | FB, Google, Amazon |
| Brendan Murray National Account Manager, Performance and Programmatic | Based on the products I represent I would say Verizon, Rogers and Bell. |
| Alan Maitland, Group Client Director | Post Media, Toronto Star, Bell Media, CanWest and other endemic advertisers. Also the big seven (Google, Facebook, Amazon, Microsoft,Verizon, Twitter and Snap) are beginning to swallow up most of the pool of media dollars. |
| Connie Corner, Group Client Director | CBC.ca, Yahoo, Post Media, Oath, and the giants |
| aristos Pavlides - retail account manager | Google, facebook |
| Peter Chen, Product Manager | Google, Facebook, and Amazon. |
| Natalie Prior, Brand Partnership Manager | Nationally and regionally- Print National Post, Rogers publications, Tor Star in some categories Digitally - Social Media, Programmatic across any sites, News Portals Sometimes Out or Home- for local impact or retail/brand awareness For content expertise and engagement - Oath, Rogers, smaller content developers who then use Pressboard |
| When you think about your competitors, what benefit do you provide to clients that they don’t? | |
| Ben Munger, Client Partnership Manager | Quality journalism, audience and content (editorial/custom client content) are the pillars of The Globe and Mail that distinguish us from our competitors. |
| Irene Corke, Manager Media Strategy Team | Scale - Engaged community of readers willing to pay for our content in both print and digital - award winning journalism the educates, informs, investigates and fuels the social conversation |
| Shaenie colterjohn, Brand Partnerships | premium alliance partners long history - 175 years of journalism brand recognition and integrity we 'own' business and news |
| Adam Wilson, Client Partnership Manager | Journalism with a cause. Content with a purpose that makes a difference (changes and challenges policy, government and society for the better). Also, an invested audience. Paid subscribers in print and online. They pay a premium for our content and as a result they are more engaged and we have rich 1st party data insights. |
| Nathan Greene, National Account Manager, Programmatic & Performance | 1) Personal touch in driving success against specific objectives on their behalf (e.g. turn-key results delivery) 2) Strong brand safety and affiliation with a strong Canadian brand 3) Consultative approach that looks at their entire business |
| Connie Ducharme, Brand Partnerships Manager | That we have the highest quality journalism than any publisher they could be considering. The fact that we are the highest awarded publisher supports that statement. Our engagement scores and social sharing scores are extremely high, we break news and business stories and we hold people in high places accountable; investigating, probing, and pursuing a story over a long period of time in order to bring facts to Canadians - all to make Canada a better place to live. |
| Rosalyn Morris, Product Manager | 'Real' audience (subscribers vs, fake accounts in some of the social networks) High quality contextual alignment Strong sales team that know their clients |
| Yen Conrod Tran, Senior Manager Trade Marketing | Combination of premium ad environment and quality of audience |
| Ryan Hystead, Product Manager | Real time market data |
| Jane Avery Manager Globe Events | Incredible new venue, Globe quality brand halo, Award winning journalism, turnkey solution, proven track record of excellence |
| Jim Hester - sales Rep | Content, brand safety, bespoke programs, personalized friendly service. |
| angela Maxwell, brand partnership manager | Quality via heritage / established / trusted brand across multiple platforms PLUS award winning journalist / content with affluent audience who are quality leads for the client In person - focus on story telling of me coming back to the globe and why (quality... safe and trusted environment for client / feel confident selling it) |
| Joanne MacLellan, Account Manager | A specialized customer service that will encompass everything that they are looking for - print, digital, events, etc. |
| Kris McVeigh, Group Client Director | our audiences (premium, plus more diverse than they think); our journalism (O&O) and the premium content of our Alliance partners; brand safety, our ownership and revenue model; our content; our sales team |
| Anono Anonomomomo. I'm in sales. | how would i know? |
| Stuart Thompson. Manager, Marketing Services | Reaching our audience of Canada's influencers, achievers and decision makers - when they are interacting with our trusted, engaging and rewarding content - delivers stronger marketing performance. |
| Brian Batenburg, Sales manager, Programmatic | Personalization, customer service, niche opportunities, brand safety, direction, accountability. |
| Brendan Murray National Account Manager, Performance and Programmatic | Unique audience and inventory. I transparent model. A leading finance business advertising solution. |
| Alan Maitland, Group Client Director | 175 year old premier media brand that is widely credited as a trusted and credible information source for Canada's business leaders and influential Canadians. Vibrancy through growing paid subscription rates. Thought leadership potential through alignment with our brand through advertising, custom content and event sponsorships. Innovation in technology through our large data science team to deliver a high degree of relevancy/engagement for both our readership and for our advertiser base. |
| Connie Corner, Group Client Director | Trusted, quality, authoritative journalism for our readers and brand safety for advertisers Enviable audience -- educated, engaged, often affluent 360 approach -- newspaper, magazine, digital, event |
| aristos Pavlides - retail account manager | Direct customer interaction; superb customer service |
| Peter Chen, Product Manager | Premium content in a brand safe environment. |
| Natalie Prior, Brand Partnership Manager | - High quality audiences who are willing to pay for the quality of journalism we provide and represent (Alliance sites). - Engaged and active readers in their lives, businesses and communities - influencial not passive. - Quality design and content production- positioning brands with best in class publishing - Insights about what readers are interested in, what content resonates the most, what media mix and creative makes readers act - a mix of proprietary, industry research and experience |
| What % of your new business efforts are for opportunities over $75,000 (vs under $75,000)? | |
| Ben Munger, Client Partnership Manager | 25% |
| Irene Corke, Manager Media Strategy Team | 50% |
| Shaenie colterjohn, Brand Partnerships | 25% |
| Adam Wilson, Client Partnership Manager | 25% |
| Nathan Greene, National Account Manager, Programmatic & Performance | 25% |
| Connie Ducharme, Brand Partnerships Manager | 50% |
| Ryan Hystead, Product Manager | 50% |
| Jane Avery Manager Globe Events | 50% |
| Jim Hester - sales Rep | 75% |
| angela Maxwell, brand partnership manager | 25% |
| Joanne MacLellan, Account Manager | 25% |
| Kris McVeigh, Group Client Director | 50% |
| Brian Batenburg, Sales manager, Programmatic | 25% |
| Brendan Murray National Account Manager, Performance and Programmatic | 50% |
| Alan Maitland, Group Client Director | 50% |
| Connie Corner, Group Client Director | 25% |
| aristos Pavlides - retail account manager | 25% |
| Natalie Prior, Brand Partnership Manager | 75% |
| What is your typical turnaround time for RFI responses? | |
| Ben Munger, Client Partnership Manager | 1-2 business for RFPs/RFIs under $100k-$150k and 3-5 business days for over $150k. |
| Irene Corke, Manager Media Strategy Team | For my contribution to the proposal - typically 1-2 days. |
| Shaenie colterjohn, Brand Partnerships | no typical - one day to 2 weeks |
| Adam Wilson, Client Partnership Manager | We try to push back to 48 hours minimum but typically answers are needed same day or next day. |
| Nathan Greene, National Account Manager, Programmatic & Performance | 24 hours |
| Connie Ducharme, Brand Partnerships Manager | Two days is pretty typical. |
| Rosalyn Morris, Product Manager | N/A The questions I am asked to respond to are internal for 99.9% of the time. |
| Ryan Hystead, Product Manager | 24 hours |
| Jane Avery Manager Globe Events | 1 to 2 weeks |
| Jim Hester - sales Rep | 48 hours |
| angela Maxwell, brand partnership manager | 24 hours but often les then that ("urgent! due EOD" - receive at 3pm) |
| Joanne MacLellan, Account Manager | as quickly as possible - usually within 2-3 days at the latest. |
| Kris McVeigh, Group Client Director | 48-72 hours |
| Anono Anonomomomo. I'm in sales. | RFI? |
| Stuart Thompson. Manager, Marketing Services | 1-2 days |
| Brian Batenburg, Sales manager, Programmatic | Depending, but ~ 24hrs. |
| Brendan Murray National Account Manager, Performance and Programmatic | 24-48 hours. |
| Alan Maitland, Group Client Director | 5 days. |
| Connie Corner, Group Client Director | 2 days |
| aristos Pavlides - retail account manager | 2-3 days |
| Peter Chen, Product Manager | 1 day to 2 weeks |
| Natalie Prior, Brand Partnership Manager | 2 days |
| As if you were writing to a prospective client, describe the Globe in no more than 3 sentences. Don’t worry about making this polished, a rough draft is fine. (i.e in your words, what is the Globe’s story?) | |
| Ben Munger, Client Partnership Manager | The Globe and Mail is Canada's oldest and most trusted national news source that produces award winning journalism with the mandate of informing and invoking positive change on the lives of Canadians. Founded as a newspaper 175 years ago, The Globe and Mail is now a data driven technology company using proprietary tools to measure all editorial and custom content to better serve both our audience and our advertising partners with more desired content within our print and digital platforms. |
| Irene Corke, Manager Media Strategy Team | The Globe is Canada's most read news brand - across platforms. We're celebrating 175 years of award winning and trusted journalism that educates, informs, investigates and fuels the social conversation on topics that matter to Canadians. Our loyal community of readers is the envy of the publishing industry and represents the diversity of the population. We're not you're dad's paper anymore - our largest group of readers both in print and digital are now under 35. |
| Adam Wilson, Client Partnership Manager | As Canada’s most trusted media brand, we remain uniquely influential across social, business and political life. It’s why we are a must-read for engaged Canadians, at a time when quality journalism is needed more than ever. And, it’s also why we’re your essential connection to 21 million influential consumers, through powerful sponsorships, engaging custom capabilities and data rich targeted delivery. |
| Nathan Greene, National Account Manager, Programmatic & Performance | Globe Response is a fully managed service that helps to achieve specific business objectives while maintaining brand safety and low fraud. We take the complexity of the programmatic media landscape and simplify it to a Cost-per-Click (CPC) model using exclusive 1st-party audience data, a best-in-class contextual optimization engine, and an exclusive native engine that reaches over 350 business and finance sites. Since we own and operate world-class, award-winning properties, such as The Globe and Mail, The Guardian, and The Washington Post, we can drive business results while applying the maximum amount of your investment directly into working media. |
| Connie Ducharme, Brand Partnerships Manager | The Globe is Canada's most trusted news source. We investigate and break stories that matter to Canadians - we hold politicians and people in power accountable. The quality of our journalism is unmatched, as is evidenced by the awards we consistently win. People turn to the Globe to keep them informed as to what matters - all to make Canada a better place to live. |
| Rosalyn Morris, Product Manager | 175 years of informing Canadians - their daily source of what they need to run their business, run their lives. We're taking that experience and turning it into a new way to convey that same information using the latest in data and publishing optimizations. Your advertising will continue to reach the best and most engaged audience in Canada. |
| Yen Conrod Tran, Senior Manager Trade Marketing | (Pulled from a full document) Delivering best in class journalism on the best in class technology to reach our audiences in the most meaningful way to them. But what does this mean for you? It means you’re aligning yourself with a partner whose core essence draws from a deep well of integrity and resilience, who has built a business of problem solving and adapting to change, and who profoundly connects with an audience that matters. And it’s this profound understanding of our audience that makes the difference, for our stories and yours. |
| Ryan Hystead, Product Manager | Canada's trusted source of news and analysis for 175 years |
| Jane Avery Manager Globe Events | Canada's number one newsroom deeply cares about informing and enhancing the lives of Canadians. We are evolving to address the changing business, finance, social and societal needs of Canadians, across our platform. The Globe and Mail boasts a solid 175 year history and is poised to shape Canada's future. |
| Jim Hester - sales Rep | reach an audience that pays to have access to our product. an audience that has a relationship with the product and the products contributors. audience is well healed with HHI significantly above the Canadian average. brand safe environment. |
| angela Maxwell, brand partnership manager | There is an increased demand from clients in your category to tap into our audience and leverage our content & creative studio solutions to creative awareness, engage and educate to drive sales. We'd love to hear from you on your objectives and priorities for the year, and show case some competitive case studies. (NOTE - this would be more customized / have references that show I have some insight VS cookie cutter email anyone would received) / |
| Joanne MacLellan, Account Manager | The Globe and Mail is uniquely different that provides their readers with the highest quality journalism, and investigative reporting. As far as opportunities are concerned, we are able to provide you with a turnkey approach to all of your advertising needs that will assist us in providing the best partnership possible to benefit you and your business. |
| Kris McVeigh, Group Client Director | We deliver premium audiences with the highest quality of content in brand safe environments. We offer full range of media opportunities from transactional to fully customized. We guarantee that your ads are in brand safe environments. |
| Anono Anonomomomo. I'm in sales. | We are Canada's most trusted source for news and premium content. Advertisers and partners benefit from the halo effect of our brand and the soundness of our solutions. Both make a huge difference, ultimately, to their bottom line. |
| Stuart Thompson. Manager, Marketing Services | The Globe’s purpose is to make Canada better. Every day, we connect with millions of Canadians who passionately push themselves and others to challenge their views of the world, their work, and their communities. This is your audience. Your consumers. Your influencers. These are the people who will take your message and carry it forward for others to discover. For marketers, this connection delivers unlimited potential to elevate your brand and business performance. To inform points of view and inspire conversations. To assure confident decision-making and ensure rewarding selection. Choose award-winning journalism from the smartest and most open minds, powered by our industry-leading technology and deliver unmatched impact on a personal and a national scale. Together, we will shape the opinions, culture and markets around us, and achieve your marketing success. |
| Brian Batenburg, Sales manager, Programmatic | Points I try to get across are: being authentic, help clients reach their goals, brand safe, customization, understanding of the business, engagement at all levels of branding/awareness to acquisition, unique audience capabilities. Each written piece would be different depending on the client and the business opportunity. |
| Brendan Murray National Account Manager, Performance and Programmatic | A trusted environment with over 175 years of experience that includes a loyal influential audience. The Globe and Mail is the leading voice in Canada from a politics, business and finance perspective. We continue to evolve in the landscape we operate in to ensure our advertisers receive a premium quality solution that drives their business. |
| Alan Maitland, Group Client Director | Refer to answer in Question 4. |
| Connie Corner, Group Client Director | The Globe and Mail is Canada's trusted source for news, insights and analysis on what's happening in our country and around the world. Our large newsroom covers news, politics, business and lifestyle stories and our proprietary technology helps us understand which stories have the most traction with our readers. It's why we have a large and loyal subscriber base who spend a lot of time with The Globe. |
| Peter Chen, Product Manager | + The Globe and Mail, founded in 1844, is Canada's foremost news media company and a part of Canada’s fabric. + Each day, The Globe leads the national discussion by engaging Canadians through its award-winning coverage of news, politics, business, investing and lifestyle topics, across multiple platforms. + The Globe and Mail print and digital formats reach over 6 million readers every week, with Report on Business magazine reaching over 1.5 million readers every issue in print and digital. |
| Natalie Prior, Brand Partnership Manager | The Globe is a premium publisher with 175 years of communicating trusted news, business and lifestyle journalism 24 hrs a day, on whatever platform or format discerning Canadian readers expect it. We can help you with full funnel solutions, supporting your marketing efforts in the areas that you require the greatest impact - from Brand positioning and increased influence, to engagement through thought leadership on topics that resonate with your core audiences, though to conversion using sophisticated performance management strategies. We do this by leveraging our technology that supports our strategies through reader insights, amplification to over 21 million influential Canadians, ultimately delivering results through campaign optimization. |
| What % of the time do you infuse the category language of the prospect’s category (ie automotive, retail banking, hotels, etc) into your sales materials? | |
| Ben Munger, Client Partnership Manager | 100% |
| Irene Corke, Manager Media Strategy Team | 75% |
| Shaenie colterjohn, Brand Partnerships | 100% |
| Adam Wilson, Client Partnership Manager | 50% |
| Nathan Greene, National Account Manager, Programmatic & Performance | 50% |
| Connie Ducharme, Brand Partnerships Manager | 75% |
| Ryan Hystead, Product Manager | 75% |
| Jane Avery Manager Globe Events | 50% |
| Jim Hester - sales Rep | 25% |
| angela Maxwell, brand partnership manager | 50% |
| Joanne MacLellan, Account Manager | 75% |
| Kris McVeigh, Group Client Director | 75% |
| Anono Anonomomomo. I'm in sales. | 100% |
| Stuart Thompson. Manager, Marketing Services | 100% |
| Brian Batenburg, Sales manager, Programmatic | 50% |
| Brendan Murray National Account Manager, Performance and Programmatic | 75% |
| Alan Maitland, Group Client Director | 100% |
| Connie Corner, Group Client Director | 75% |
| aristos Pavlides - retail account manager | 100% |
| Peter Chen, Product Manager | 100% |
| Natalie Prior, Brand Partnership Manager | 75% |
| On a 1 - 5 scale, how well would clients say your teams understand and address their business (and category-specific business/marketing measures)? | |
| Ben Munger, Client Partnership Manager | 4 |
| Irene Corke, Manager Media Strategy Team | 3 |
| Shaenie colterjohn, Brand Partnerships | 4 |
| Adam Wilson, Client Partnership Manager | 4 |
| Nathan Greene, National Account Manager, Programmatic & Performance | 4 |
| Connie Ducharme, Brand Partnerships Manager | 4 |
| Ryan Hystead, Product Manager | 4 |
| Jane Avery Manager Globe Events | 4 |
| Jim Hester - sales Rep | 5 |
| angela Maxwell, brand partnership manager | 4 |
| Joanne MacLellan, Account Manager | 4 |
| Kris McVeigh, Group Client Director | 3 |
| Anono Anonomomomo. I'm in sales. | 5 |
| Stuart Thompson. Manager, Marketing Services | 3 |
| Brian Batenburg, Sales manager, Programmatic | 4 |
| Brendan Murray National Account Manager, Performance and Programmatic | 3 |
| Alan Maitland, Group Client Director | 3 |
| Connie Corner, Group Client Director | 4 |
| aristos Pavlides - retail account manager | 4 |
| Peter Chen, Product Manager | 4 |
| Natalie Prior, Brand Partnership Manager | 4 |
| On a 1 - 5 scale, how well would you say that you personally understand the client challenges, opportunities and KPIs (key performance indicators) of each of your prospects? | |
| Ben Munger, Client Partnership Manager | 4 |
| Irene Corke, Manager Media Strategy Team | 4 |
| Shaenie colterjohn, Brand Partnerships | 5 |
| Adam Wilson, Client Partnership Manager | 4 |
| Nathan Greene, National Account Manager, Programmatic & Performance | 4 |
| Connie Ducharme, Brand Partnerships Manager | 5 |
| Ryan Hystead, Product Manager | 4 |
| Jane Avery Manager Globe Events | 3 |
| Jim Hester - sales Rep | 4 |
| angela Maxwell, brand partnership manager | 4 |
| Joanne MacLellan, Account Manager | 4 |
| Kris McVeigh, Group Client Director | 4 |
| Anono Anonomomomo. I'm in sales. | 5 |
| Stuart Thompson. Manager, Marketing Services | 2 |
| Brian Batenburg, Sales manager, Programmatic | 5 |
| Brendan Murray National Account Manager, Performance and Programmatic | 4 |
| Alan Maitland, Group Client Director | 3 |
| Connie Corner, Group Client Director | 4 |
| aristos Pavlides - retail account manager | 3 |
| Peter Chen, Product Manager | 3 |
| Natalie Prior, Brand Partnership Manager | 4 |
| If you are involved in prospecting, what content do you typically use for outbound business development? | |
| Ben Munger, Client Partnership Manager | For prospecting brand new clients, The Globe and Mail story must be told in terms of the content we produce (multi-platform), our valuable and loyal audience and the breadth of properties we exclusively represent in Canada via The Globe Alliance and Globe Managed Performance. |
| Irene Corke, Manager Media Strategy Team | An overview of The Globe that is concise and bold and highly relevant to the prospects category/business to start the conversation |
| Shaenie colterjohn, Brand Partnerships | Globe articles that show the relevance between what we do, and what they do |
| Adam Wilson, Client Partnership Manager | ? I typically prospect business with a succinct email that includes links and attachments (or the offer to send links and attachments) of live examples -- category or format relevant. Seeing is believing and often seeing what others are doing demonstrates the company/trust we keep and piques their interest to learn more. Sometimes I will send hard copies as well if applicable. |
| Nathan Greene, National Account Manager, Programmatic & Performance | Recruiting for post-graduate business programs in Canada Hi Stephanie, I came across your active campaign "in the wild" today. I have done some great work on behalf of Canadian and American business schools over the last 5 years, and I would like to send you some information about our opportunities for recruiting candidates for MBA, EMBA, and Masters programs. May I have your direct contact information? Regards, N Nathan Greene ngreene@globeandmail.com National Account Manager, Programmatic & Performance Globe Response 6472287794 |
| Connie Ducharme, Brand Partnerships Manager | A relevant article, stat, or opportunity, with the supporting statements as mentioned in #7. |
| Rosalyn Morris, Product Manager | N/A |
| Yen Conrod Tran, Senior Manager Trade Marketing | Media campaigns, social media/content, industry events |
| Jane Avery Manager Globe Events | Linked in Navigator, google, CRM, The Globe and Mail, competitive media |
| Jim Hester - sales Rep | unsure |
| angela Maxwell, brand partnership manager | topline unique insights that could help their business ("our content team has seen a trend inwhich audiences want to know more about plug in for electric cars") / links to sample campaigns (i.e. show LVMH examples from Chanel campaigns) / events (relevant content) / reference to articles (globe edit if possible on focuses they have) |
| Joanne MacLellan, Account Manager | any research on their category of business that we can provide that shows them what we can offer them to assist in achieving their KPI's |
| Kris McVeigh, Group Client Director | our creds decks - typically customized based on our in-going knowledge |
| Anono Anonomomomo. I'm in sales. | dont understand what you're asking. |
| Stuart Thompson. Manager, Marketing Services | Corporate positioning statements. Product/Category overview decks. Landing pages in GlobeLink.ca. RFP information slides. Email marketing - scheduled and nurture campaigns. |
| Brian Batenburg, Sales manager, Programmatic | LinkedIN, advertiser site, competitors, Pathmatics, industry reporting, annual reports, search, stock data, recent news, etc. |
| Brendan Murray National Account Manager, Performance and Programmatic | Client solutions first then support it with Globe USP and products. |
| Alan Maitland, Group Client Director | I cut and paste from existing decks and reduce to a few of the most salient, relevant and most compelling points. Compelling but concise to ensure capturing attention and generating interest to continue. |
| Peter Chen, Product Manager | + Industry research + Client research |
| Natalie Prior, Brand Partnership Manager | Email - introduction, what made me want to contact them, and include links to examples I’d like them to view, or our Globe Content Studio site, or GlobeLink.ca. I’d request a call or meeting. Note: I don’t often do this directly, but in collaboration with the Account Rep the client falls under (regionally or by category in Toronto). I usually send the above to them with ideas and reasons to try to connect with the business. |
| What have you found to be some of the biggest challenges to implementing Mirren sales training principles? | |
| Ben Munger, Client Partnership Manager | No specific challenges thus far. |
| Irene Corke, Manager Media Strategy Team | Feel the training is still too rooted in your core business of coaching agencies who are pitching for new accounts. Our sales teams are not typically dealing with CMOs - but rather 20-somethings who are overworked...have too many accounts and are too digitally/socially focused - hard to tell our story to them when they won't take appointments. |
| Adam Wilson, Client Partnership Manager | They don't always apply. Some clients don't want the fluff. They are pre-qualified and just want the meat and potatoes of the proposal. But as part of the training its about listening and prescribing and answer/solution that best answers what they are asking for. Also, it takes conscious effort to reframe the conversation to be more about them and less about us. This is us but what does that mean for you. How does what I'm offering solve your business problem and promise to deliver real results. Also clients aren't always divulging so it takes effort to extract what we need. Sure, you want awareness but to what extent? |
| Nathan Greene, National Account Manager, Programmatic & Performance | Character limits with LinkedIn InMail at 500. |
| Connie Ducharme, Brand Partnerships Manager | Using the business category language is a challenge at times, because it's not something that can be researched from reading website or annual report materials. |
| Rosalyn Morris, Product Manager | N/A |
| Jane Avery Manager Globe Events | I have not been included in past Mirren training as I am part of the Marketing Dept. Past budgets did not allow. I am in sales but am not always thought of as part of the advertising sales team. |
| Jim Hester - sales Rep | I'm not formulaic. My approach varies based on client and situation. |
| angela Maxwell, brand partnership manager | time - asap turn around / lack of in person or on phone opps / |
| Joanne MacLellan, Account Manager | time constraints |
| Kris McVeigh, Group Client Director | In-depth client knowledge; really understanding the client business objectives (vs campaign objectives); We still largely operate in the day-to-day opportunities we're working on. Our teams spend a lot of time with internal processes (or poor workflows), which restricts time availability for active prospecting; |
| Anono Anonomomomo. I'm in sales. | how this applies to sales in media as opposed to being an advertising agency. |
| Stuart Thompson. Manager, Marketing Services | Lack of QA and review time for outgoing client-facing materials. Acute lack of product/platform performance data, matched by a lack of project highlights, case studies/client testimonials on a regular basis. |
| Brendan Murray National Account Manager, Performance and Programmatic | Time - proactive (when possible)vs reactive. |
| Alan Maitland, Group Client Director | Organizational alignment on use. Product, media strategist, content team all employing the same language and approach with consistency. |
| Peter Chen, Product Manager | It's too salesy and artificial feeling. Does not feel genuine. |
| Natalie Prior, Brand Partnership Manager | Challenging the client to provide true sales results following the campaign, or real sales goals prior to launch. They just don’t provide or know this, or admit to challenges to collecting it (from franchisees, or hotels for tourism boards). |
| The training will be covering the principals of storytelling at various sales touch-points— within each, is there any additional feedback for us as we finalize the training? | |
| Ben Munger, Client Partnership Manager | How to make the most significant initial impact |
| Irene Corke, Manager Media Strategy Team | inject some swagger in the positioning - we're a premium publisher - act like it |
| Adam Wilson, Client Partnership Manager | Not just owned and operated but our full offering with partner sites too and extended whitelist via programmatic |
| Connie Ducharme, Brand Partnerships Manager | This will be good to have help settling on what concise positioning is. |
| Yen Conrod Tran, Senior Manager Trade Marketing | Need to be more concise and succinct, hook our audience with emotion off the bat |
| Ryan Hystead, Product Manager | I'd be interested in positioning Globe as a whole versus by category |
| Jane Avery Manager Globe Events | We need design assistance to make all decks look professional. |
| Kris McVeigh, Group Client Director | ...vis a vis key competitive offerings |
| Anono Anonomomomo. I'm in sales. | please try and make this media sales relevant |
| Stuart Thompson. Manager, Marketing Services | Need to define the Globe and Mail USP, along with the Globe Media Group USP - and differentiate our brand promise. |
| Brian Batenburg, Sales manager, Programmatic | How we can identify our USP without talking about ourselves |
| Brendan Murray National Account Manager, Performance and Programmatic | How to position without spending too much time talking about ourselves. |
| Alan Maitland, Group Client Director | Really would love to see everyone be able to present their most authentic and compelling Globe story. As an elevator pitch, in outbound telephone or email sales prospecting, etc. |
| Peter Chen, Product Manager | Overall position of the organization. |
| Natalie Prior, Brand Partnership Manager | What key messages- then let it be presented authentically by each AM. |